Secrets of Question Based Selling

ISBN: 1891892002

Author: Freese, Thomas A.

Condition: New

Sellers must differentiate themselves and their products to have a strategic advantage, but while companies all over the world spend millions of dollars telling their salespeople "what to say," they spend almost nothing teaching them "what to ask."Question Based Selling is a common sense approach to sales based on the theory that "what" a salesperson asks and "how" they ask, is more important than what they will ever say. It makes sense because in order to present solutions, sellers must first uncover a need. How do you uncover and expand the customer's need? QBS will show you!