Secrets of Question Based Selling

Secrets of Question Based Selling

How the Most Powerful Tool in Business Can Double your Sales Results

Unknown - 2000
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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
Publisher: Naperville, Ill. : Sourcebooks, c2000
ISBN: 9781570715884
Branch Call Number: 658/.85/Fre 359401 1
Characteristics: xv, 270 p. : ill. ; 24 cm
Alternative Title: Question Based Selling


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iLibrarian Aug 04, 2009

Is “Secrets of Question Based Selling” by Thomas Freese just another book on selling? No, and most reviewers agree it is much more and a must read for anyone serious about improving business and selling. It’s not just about asking questions, but rather it’s about the right questions at the right time. These questions must be designed to learn your customer’s needs and simultaneously establish credibility. Freese defines QBS as a, “commonsense approach to sales based on the theory that what a salesperson asks…and how they ask, is more important than what they say they will ever say.”

Admittedly I’m not a sales person, but I still found myself thinking at various points in the book that ‘this makes a lot of sense’. Perhaps this is because we’ve all been on the receiving side of so many sales approaches that did little but turn us off. The author claims QBS is a common sense approach and it is easy to immediately recognize the truth and simplicity of his methods which are the result of over 15 years of the author’s experimenting and experience.
Freese begins with the concept of mismatching. Mismatching is an instinctive and behavioural reflex that causes a common response that disagrees. Consider how many times in a day you hear such responses. Someone could naturally respond to, “It’s cold today eh?” with, “not really, yesterday was much worse.” Freese suggests using this tendency to reverse the negative in your favour. For example, use phrases such as “Did I catch you at a bad time?” or “Is next week too soon?”. Often the response will automatically be in your favour even though the question has a negative tone. Freese is careful to insist that this is not a manipulation strategy and cannot be used as a cheap shortcut. Rather, if you understand this behavioural tendency, then you can use it to your advantage.
I won’t claim this book is a fast or light read; however, the material is logically organized and provides good examples. Over 150 secrets are highlighted and numbered throughout the book. These are useful tips even if you only take the time to scan through the chapters. If you invest more time, Freese will take you deeper and show you, in detail, how to apply his proven methods to everyday ‘selling’ situations in any business or even your personal life.
Although I’m not a sales person, I realize many of these concepts apply to aspects of my life both at work and in general. I agree with Freese that we all ‘sell’ from time to time. More importantly, any business and obviously anyone involved in regular selling will find tremendous potential in this book to improve business and increase sales, if applied diligently. I saw plenty of potential in these ‘commonsense’ methods, and I suspect you will see even more if you depend on selling to grow your business or make your living.

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