Secrets of Question-Based Selling

Question Based Selling ( QBS(r)) is a commonsense approach to sales, based on the theory that what salespeople askand how they askis more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customers needs. How do you uncover a prospects 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...
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Question Based Selling ( QBS(r)) is a commonsense approach to sales, based on the theory that what salespeople askand how they askis more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customers needs. How do you uncover a prospects 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.