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Secrets of Question-Based Selling (Hardcover)

by Thomas A. Freese (Author)

5.0 out of 5 stars See all reviews (2 customer reviews)

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Product details

Hardcover: 270 pages
Publisher: Sourcebooks (Nov 2000)
Language English
ISBN-10: 1570716587
ISBN-13: 978-1570716584
Product Dimensions: 23.1 x 15.5 x 2.8 cm

Average Customer Review: 5.0 out of 5 stars See all reviews (2 customer reviews)

Amazon.co.uk Sales Rank: 644,460 in Books (See Bestsellers in Books)

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	77% buy the item featured on this page: Secrets of Question-Based Selling 5.0 out of 5 stars (2)
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Customer Reviews

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5.0 out of 5 stars (2 customer reviews)

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Most Helpful Customer Reviews

53 of 55 people found the following review helpful:

5.0 out of 5 stars Absolutely Right, 11 Mar 2003

By	C. R. Downing "Chris Downing" (Chippenham, Wilts England) - See all my reviews (TOP 500 REVIEWER) (REAL NAME)

This review is from: Secrets of Question-based Selling: Sale Strategies for Spectacular Results (Paperback)

But can you shrug off years of selling by making presentations, asking questions designed to trap your clients, and using objection handling and closing techniques to make the order. Asking questions and leading the sale through enquiry is a difficult dicipine to pull off after years of doing what you've been taught by trainers. I suspect many trainers haven't been out there recently and tried their techniques on buyers in 2003. This book is right on the money in my opinion and I've been using similar techniques with about 1000 sales guys in the last few years - their response to this sort of selling - brilliant - best we've experienced - results - terrific.

This is pull-selling rather than push-selling. This is how REAL buyers want to buy and not what the old school wanted you to do. This is the way to really understand what's making the customer hungry for making a decision and if we can find out that we have a chance of making them choose our products and services.

Asking questions as the author describes is something almost anyone could do - and think of that - a methodology that everyone could employ, not just the salesforce.

If you want total submersion in these technques get a copy of SPIN, the fieldbook to go with QBS and you will never look back. This is powerful stuff and there's plenty here to make you dangerous!

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5 of 5 people found the following review helpful:

5.0 out of 5 stars The most sensible sales training on the market, 3 May 2007

By	Scully Bloke (Wiltshire, UK) - See all my reviews (TOP 1000 REVIEWER)

This review is from: Secrets of Question-based Selling: Sale Strategies for Spectacular Results (Paperback)

This is an excellent book for sales staff and managers at all levels. I have been selling for over 20 years and this book has been the most sensible book I have read on this subject matter.

Tom Freese defines a number of steps in a sales cycle, from the first contact in a cold call to the close of the sale.

The book is packed with hints and tips of how to create a trust with the prospect, open the dialogue with the prospect to look for other possible reasons for the sale (the more the better chance of closure), identifying german shepherds and gold medal types (techniques described in the material), using the herd theory and many other numerous sightful but sensible approaches.

Using the methodology in this book will add value to every contact with the prospect on the way through the sales cycle.

This is an excellent book to study alone, or better still to have your sales team use it and discuss how each part could effect the current pipeline.

Although it was first published in 1999, the Question Based Selling (QBS) approach is very much alive today. Tom Freese has followed this up with a number of other sales books that reference this material ("The new era of salesmanship" and "It only takes 1% to have a competitive edge") and he has a web site (www.qbsreserach.com) where you can sign up to receive monthly news letters with added material, and examples of the QBS methodology in practice.

Invest in yourself and buy this book, you will not regret it.

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