Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results, Second Edition
- 15h 10m 55s
- Thomas A. Freese
- Gildan Media
- 2020
For nearly 20 years, The Secrets of Question Based Selling has been helping great salespeople like you deliver big results. Its commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs.
But consumer behavior and sales techniques change as rapidly as technology - and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness - identifying the strategies and techniques that will increase your probability of success.
How you sell has become more important than the product. With this hands-on guide, you will learn to: penetrate more accounts; overcome customer skepticism; establish more credibility sooner; generate more return calls; motivate different types of buyers; develop more internal champions.
In this Audiobook
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Chapter 1 - Selling Intangibles
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Chapter 2 - Expanding Your Value Proposition
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Chapter 3 - Gold Medals and German Shepherds
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Chapter 4 - The Herd Theory
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Chapter 5 - Mismatching: The Avoidable Risk
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Chapter 6 - Conversational Layering
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Chapter 7 - Leveraging Curiosity in the Strategic Sale
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Chapter 8 - Establishing Your Own Credibility
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Chapter 9 - Escalate the Value of Your Sales Questions
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Chapter 10 - How to Solicit More Accurate Feedback
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Chapter 11 - Navigating the Sales Process
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Chapter 12 - Turning Cold Calls into Lukewarm Calls
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Chapter 13 - Getting to the “Right Person”
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Chapter 14 - Re-Engineering the Elevator Pitch
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Chapter 15 - Building Value in the QBS Presentation
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Chapter 16 - Closing More Sales…Faster
