Secrets of Question-Based Selling, 2nd Edition: How the Most Powerful Tool in Business Can Double Your Sales Results
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(as of Nov 01, 2024 10:50:54 UTC – Details)
For nearly 20 years, The Secrets of Question Based Selling has been helping great salespeople like you deliver big results. Its 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.
Customers say
Customers find the book mind-blowing, excellent, and detailed on the fundamentals. They also appreciate the relevant and useful advice and anecdotes.
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13 reviews for Secrets of Question-Based Selling, 2nd Edition: How the Most Powerful Tool in Business Can Double Your Sales Results
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GG –
Great Book!
Every sales person needs to read it!
MrsHeller –
I love this book!
Iâve read it a few times and then have been teaching my sales team, who are in finance, off this book. Whole team took a ton out of it. Will be buying more for new team. Easy to understand. Break down in chunks and practice. Gets youâre core sales base built up.
Bruno –
Best sales book
Hi, I have been selling for 20+ years. I did many sells training, and this is the best one I have ever done. It teaches you the art of asking the right questions at the right time. I’t won’t teach you customer is always right, it won’t teach you to ask how good you are but what is missing to go to the next step. In fact this is so good as a Sales VP we did a workshop around this book.
LionsCalling09 –
Depends on your Product
I really struggled finding a star rating with this book. I went from 2 to 3 to 4 and all around again.You see I first learned of Tom Freese from a sales seminar I attended 8 years ago where Tom was the speaker. It completely changed my life and helped make me into the sales person I am today. I kept his training manual and my notes close to me for 8 years but never read his books. Finding myself in a new sales job I was sent to a sales seminar for our industry. It was phenominaly and I got so much information. I was so pumped when I left that I wanted to continue learning. I remembered my first true lessons in sales came from Tom and decided if I went back and read his books, it would help me continue my learning journey.I sadly have to say that I did not find the book very helpful. Tom comes from selling technology that truly companies can live without. I now sell a produce to restaurants. Every restaurant has produce. I never hear the objection, “We don’t need onions in this restaurant.” I only hear, “We are going with someone else for onions.” I feel like a vast majority of this book was geared towards getting prospects interested in talking to you and convincing them that their business could benefit from your product. I personally don’t really need to convince any restaurant that they need onions.Now some parts of the book were helpful. They did provide me with some small tips here and there. However, with the time I spent reading the book, I am not sure I got enough out of it to say it is for me.If you are in the right industry selling to a certain client, this book could change your entire life. I know Tom has done that for many people including me earlier in my career. So I hope people do find it helpful as I am sure many will.
Taylor | BiblioTay | –
Fantastic for any kind of Seller
I originally started listening to this audiobook but soon realized I needed a physical copy to make notes and put it into practice better. Highly recommend
Ian McLean –
For students of the practice of selling, QBS is …
For students of the practice of selling, QBS is at graduate school level. While the content is challenging and powerful, Thomas Freese’s writing style and format make it readily doable. I’ve learned more from him in a few days careful, focused, thoughtful study than from all previous sales reading combined. This book has closed a bunch of gaps and opened a world of opportunity. Exceptional value.
an.honest.review –
Somewhere out there is a book editor who did not get their wings…
This thing has bunch of gems, but my gosh, do you have to move a lot of dirt to get to them. The author is longwinded (not uncommon for a salesman!) and he frequently places 5-10 minutes of context around simple concepts that would take a minute to explain. You spend so much time waiting for him to get to the point that it’s hard not to drift off. And a lot of the time the point he f i n a l l y arrives at is so obvious that you don’t need a book to tell you about it.For example, “Customer’s don’t like to be insulted” is a concept that he repeats several times. Wait, NO KIDDING?Honestly, I gave up before I got through the whole thing. I kept waiting to get past all the preamble and universe building, but I never got there. Apparently the whole book is like that? Too bad, because like I said, there are real gems mixed in with all the dirt. If only a heavy-handed editor had trimmed this down to readable size, it might be a classic.
Adam Silva –
Learn how to ask the right questions
What matters is not simply asking a question for its own sake, but asking a question that will make a difference, i.e., questions that will help you close the business. This is a tremendous tool in for anyone in sales.
JPC –
Tom Freese is on point!!Great resource for anyone looking to take their sales to the next level!!!
Sandra –
Zum Inhalt (ohne die Kernessenz zu verraten) kann ich leider noch nichts sagen, ich habe das Buch noch nicht fertig gelesen.
Daniel Erro –
He leÃdo varios libros de ventas y sin duda este es el mejor. Las ideas están muy relacionadas a SPIN Selling, otro libro muy recomendado si quieren explorar más acerca de cómo hacer mejores preguntas.
Christopher Wormsley –
Very comprehensive book on question based selling. Questioning is the building block to any sales conversation, this book provides you with exactly what you need to excel at this.
12345 –
Whether you start in sales or have a few or many years practice, make yourself a favor by reading it.