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Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results - Tapa blanda

Freese, Thomas A.

 
9781570715884: Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
Tapa blanda
ISBN 10: 1570715882 ISBN 13: 9781570715884
Editorial: Sourcebooks, Inc, 2000

Sinopsis

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

"Sinopsis" puede pertenecer a otra edición de este libro.

Acerca del autor

Thomas A. Freese, based in Atlanta, is the founder and president of QBS Research, Inc., which teaches Question Based Selling to salespeople around the country. The list of the author's clients includes IBM, Merrill Lynch, Compaq Computer Corporation, Northwestern Mutual Life, Sun Microsystems, Lucent Technologies, Cisco, GE Capital and MCI. Freese speaks to dozens of major corporations annually.

"Sobre este título" puede pertenecer a otra edición de este libro.

Editorial
Sourcebooks, Inc
Año de publicación
2000
Idioma
Inglés
ISBN 10 
1570715882
ISBN 13 
9781570715884
Encuadernación
Tapa blanda
Número de páginas
270
Contacto del fabricante
no disponible
Persona responsable
no disponible