Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results

Question Based Selling ( QBS®) is a commonsense approach to sales, based on the theory that "what" salespeople ask-and "how" they ask-is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer's needs.How do you uncover a prospect's needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this book provides a step-by-step, easy-to-follow program that does just that.With this proven, hands-on guide, you will learn to:—Penetrate more accounts—Establish greater credibility —Generate more return calls —Prevent and handle objections —Motivate different types of buyers—Develop more internal champions—Close more sales...faster—And much, much more