Questioning Sales Method (Revised Edition)

Author: Thomas Frey
Publisher:
Publish Date: 2004-05-01
Features: Have you noticed that almost all companies spend millions of money training salespeople on "how to say" rather than "how to ask." The Question-Based Selling (QBS) method believes that the content and approach of salespeople's questions are far more important than their statements. Because to present your solution to customers, you must first discover their needs. This book will help you completely transform traditional sales methods and training approaches, instantly doubling your sales performance! The Question-Based Selling (QBS) is a common-sense sales method applicable to almost all "sales-oriented" professions. Its theoretical foundation is based on what salespeople "ask" and "how to ask." These questions are more important than any words they say. This technique is effective because if you present your solution, you must first understand your customers' needs. How can you uncover your customers' latent needs? Through questioning, but not just any question will do—you must ask the right question at the right time. In this book, the Question-Based Selling (QBS) summarizes a warm-selling visit model, controlling the entire sales process through four stages: introduction, need discovery, value statement, and moving to the next step, thereby achieving the sales results you desire.