Secrets of Question-Based Sell
Freese, Thomas
ISBN 10: 1570715882 ISBN 13: 9781570715884
Editorial: Sourcebooks, 2000
Usado
Encuadernación de tapa blanda
Librería:
World of Books (was SecondSale), Montgomery, IL, Estados Unidos de America
Calificación del vendedor: 5 de 5 estrellas
Vendedor de AbeBooks desde 20 de diciembre de 2007
Este artículo en concreto ya no está disponible.
Descripción
Descripción:
Item in good condition. Textbooks may not include supplemental items i.e. CDs, access codes etc. N° de ref. del artículo 00094496787
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
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.
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Detalles bibliográficos
Título: Secrets of Question-Based Sell
Editorial: Sourcebooks
Año de publicación: 2000
Encuadernación: Encuadernación de tapa blanda
Condición: Good