Question Based Selling ( QBS(R)) 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
