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Author Freese, Thomas A.

Title Secrets of question based selling : how the most powerful tool in business can double your sales results / Thomas A. Freese.

Imprint Naperville, Ill. : Sourcebooks, 2003.


Location Call No. OPAC Message Status
 Axe Books 24x7 Business E-Book  Electronic Book    ---  Available
Description 1 online resource (xv, 270 pages) : illustrations.
text txt rdacontent
computer c rdamedia
online resource cr rdacarrier
Series Business professional collection
Note Includes index.
Title from title screen.
Summary 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.
Subject Selling.
BUSINESS & ECONOMICS -- Sales & Selling -- General.
Selling. (OCoLC)fst01111969
Genre/Form Electronic books.
ISBN 9781402214882 (electronic bk.)
140221488X (electronic bk.)
9781402235221 (electronic bk.)
1402235224 (electronic bk.)
1570715882 (alk. paper)
Standard No. AU@ 000053219629

Available items only