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Product Description
Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results (9781570715884): Thomas Freese: Books. Freese has uncovered a new twist on an old adage. If you walk in your customer's shoes, you'll be better able to sell to him or her. Using that philosophy, he wields the power of questions, from introductory telephone gambits to the final presentation, inserting a query into virtually every contact with the prospect. Instead of the same old blah, blah, blah at the beginning of a conversation, he recommends a simple credentialing--name, company, product, service--that ends with Did I catch you at a bad time? The process gets better. There's a detailed description of every stage--curiosity, credibility, needs development, present solutions, and commitment. There are sample dialogues, what-ifs, and rules to remember. Most of all, his revolutionary approach is, as he himself will admit, based on great common sense; why not engage prospects by asking them about themselves first? Barbara JacobsCopyright © American Library Association. All rights reserved
Shipping Weight: 2 pounds
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