Secrets of question based selling
Question Based Selling ( QBS(R)) is a commonsense approach to sales, based on the theory that "what" salespeople ask - and "how" they ask - is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer's needs. How? By asking the right questions.
Stats for nerds
3recommend
3mentions
3people
2011–2021years
100% recommend
Mentions per year
What Hacker News says
- Been a long time since I had my hand in any selling activity, but the book that most helped me was,
Freeze, Thomas. Secrets of Question-Based Selling. Naperville, IL: Sourcebooks. 2000
YMMV
- I keep realizing that asking good questions is a truly important skill in any profession and any situation.
Couple of books I found useful :-
A more beautiful question - Warren Berger Power Questions - Andrew Sobel Secrets of Question Based Selling - Thomas Freese.
- Influence by Cialdini
4 Steps to the Epiphany is a phenomenal book on selling new b2b IT products.
Secrets of Question-based Selling is the best consultative sales book
SPIN Selling by Neil Rackham is also quite good
Tested Advertising Methods and Scientific Advertising continue to be two of the best books on copywriting, despite being very old.
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How to Master the Art of Selling
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To Sell Is Human
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Selling to big companies
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