Description
Book SynopsisAfter 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 technologyand 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
Table of 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
