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Full Description
"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc.
"Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard
For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's 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 Close more sales...faster And much, much more
Contents
Contents
Preface: The Best Sales Experience I Hope You Never Have
Acknowledgments
Introduction: The "New" Question Based Selling
PART I - A Short Course on QBS Strategy
Chapter 1: Selling Intangibles
Chapter 2: Expanding Your Value Proposition
Chapter 3: Gold Medals and German Shepherds
Chapter 4: The Herd Theory
Chapter 5: Mismatching: The Avoidable Risk
PART II - Leveraging the Most Powerful Tool in Sales
Chapter 6: Conversational Layering
Chapter 7: Leveraging Curiosity in the Strategic Sale
Chapter 8: Establishing Your Own Credibility
Chapter 9: Escalate the Value of Your Sales Questions
Chapter 10: How to Solicit More Accurate Feedback
PART III - Implementation: Putting Methods into Practice
Chapter 11: Navigating the Sales Process
Chapter 12: Turning Cold Calls into Lukewarm Calls
Chapter 13: Getting to the "Right Person"
Chapter 14: Re-Engineering the Elevator Pitch
Chapter 15: Building Value in the QBS Presentation
Chapter 16: Closing More Sales...Faster
Epilogue: For Sales Managers Only
About the Author
