Questioning Selling Method: Double Your Sales Performance

Author: Thomas Frey
Publisher:
Publish Date: 2004-05-01
Features: The Question-Based Selling (QBS) method is a common-sense approach to sales applicable to almost all "sales-oriented" professions. Its theoretical foundation is based on what salespeople "ask" and "how" they ask. These questions are more important than any words they speak. This technique is effective because if you present your solution, you must first understand the customer's needs. How do you uncover the customer's latent needs? Through questioning, but it's not just any question that will do; you must ask the right question at the right time. In this book, the Question-Based Selling (QBS) method summarizes a warm-selling visit model, controlling the entire sales process through four stages: introduction, needs discovery, value statement, and moving to the next step, thereby achieving the desired sales results.