{"product_id":"secrets-of-questionbased-selling-9781402287527","title":"Secrets of QuestionBased Selling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eAfter 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. \u003cbr\u003eFollowing 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\u003cbr\u003eFor 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. \u003cbr\u003eBut 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\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eContents   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\u003c\/p\u003e","brand":"Sourcebooks, Inc","offers":[{"title":"Default Title","offer_id":48866705768791,"sku":"9781402287527","price":15.5,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781402287527.jpg?v=1722279847","url":"https:\/\/bookcurl.com\/products\/secrets-of-questionbased-selling-9781402287527","provider":"Book Curl","version":"1.0","type":"link"}