This practical paperback bestseller is a bran-new book and the original new book is sold at usual price RM91.36. Now here Only at RM28. 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. For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies 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 ● Overcome customer skepticism ● Establish more credibility sooner ● Generate more return calls ● Motivate different types of buyers ● Develop more internal champions ● Prevent and handle objections ● Close more sales...faster ● And much, much more But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. Tom Freese looks at selling from the customer’s point of view, and focuses on not only what to say but how and when to say it. As you might guess from the title, his main focus is not on telling the client what you think they want, but rather asking them the right questions to figure out their needs. This book makes for a wonderful selling foundation, and is one of the best overall selling books I have ever read. The greatest part is that his strategies can be applied successfully to any number of other selling techniques by other authors. About the Author Thomas A. Freese, based in Atlanta, is the founder and president of QBS Research, Inc., which teaches Question Based Selling to salespeople around the country. The list of the author's clients includes IBM, Merrill Lynch, Compaq Computer Corporation, Northwestern Mutual Life, Sun Microsystems, Lucent Technologies, Cisco, GE Capital and MCI. Freese speaks to dozens of major corporations annually.
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