Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results [Paperback]

Thomas Freese (Author)

Book Description

Release date: November 1, 2000

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

Editorial Reviews

Review

"After we implemented Question Based Selling at GE Capital, we literally doubled our sales figures in six months." -- Jim Elliott, President, GE Capital, IT Solutions

"Question Based Selling is a proven sales methodology and Tom Freese is a sales phenomenon. He will show you how to differentiate yourself and your product, and he will increase your sales results." -- Steve Huey, Vice President, Compaq Computer Corporation --This text refers to an out of print or unavailable edition of this title.

About the Author

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.

See all Editorial Reviews

Product Details

• Paperback: 270 pages
• Publisher: Sourcebooks; 1 edition (November 1, 2000)
• Language: English
• ISBN-10: 1570715882
• ISBN-13: 978-1570715884
• Product Dimensions: 6.3 x 0.8 x 9.2 inches
• Shipping Weight: 14.9 ounces (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars  See all reviews (45 customer reviews)
• Amazon Best Sellers Rank: #23,138 in Books (See Top 100 in Books)
  • #54 in Books > Business & Investing > Marketing & Sales > Advertising
  • #88 in Books > Business & Investing > Marketing & Sales > Sales & Selling

More About the Author

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.

Most Helpful Customer Reviews

28 of 31 people found the following review helpful

5.0 out of 5 stars Nothing could be better March 18, 2003

By Sales Lab

Format:Paperback

I am glad to see this book at the top of the sales chart. When I bought the book, it was ranked at the lower end of the top 50 best sellers in sales. When I was half way through the book, I thought this should rank at the top and deserve a classic status. Everything is fresh and the book teaches you how to approach a sales from any industries. I am testing the concepts in my work and immediate see result from my adoption. Most sales books out there are more geared towards big corporate sales which is not relevant in my financial industry. I find this book to be exceptionally easy to borrow its ideas for my financial industry. Anyone who is serious in sales should not miss this gem. I can guarantee you that you will learn a lot from it.

29 of 33 people found the following review helpful

4.0 out of 5 stars Add this one to your tool bag February 20, 2006

By Louise McCauley VINE™ VOICE

Format:Paperback

There is no one right way to sell. Different customers require different selling strategies. To add to one's tool bag of selling strategies, the author, Thomas A. Freese, offers Question Based Selling (QBS) Question Based Selling is a systematic framework, using questions as its primary tool, which strives to increase the probability of making a successful sale.

The author sees two great risks in sales. One is the risk of rejection. The author explains that by asking questions, the seller can then send out signals to prospective buyers and evaluates the response. The second risk to sales is "mismatching." Mismatching is defined as the tendency of people to automatically contradict what someone says. In this case, both the seller and perspective buyer can be guilty of this. The author demonstrates a method to disarm the mismatching reflex. The strategy includes:

· Asking more questions and making fewer statements.

· Build credibility to gain confidence from buyers

· Leverage curiosity.

The authors see the key to building effective relationships relies on a methodology known as Conversational Layering. Conversational Layering is designed to ask people the right questions at the right time. Specifically it is designed to:

· Spark curiosity in products and services

· Earn credibility

· Build relationships

· Uncover needs make effective sales presentations

· Secure a commitment to buy

17 of 19 people found the following review helpful

5.0 out of 5 stars It's a must have! October 16, 2005

By Tim Cushman

Format:Paperback

If you are truly serious about selling, this book is a "must have". It is written in easy to read, understand and implement language and will improve your success dramatically. I have been a successful, professional salesperson for 22 years and found the insight in this book effective. One caution: it is written in such a easy flowing style be cautious not to overlook or underestimate the messages being conveyed. An example that comes to mind is the section regarding the "Have I caught you at a bad time?" lesson. It reads very quickly, but is an extremely important and effective tool....I would highly recommend this book.