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The Secrets of Question-Based Selling


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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

About the Author

Thomas A. Freese, five-time bestselling author, is the founder and president of QBS Research, Inc. Tom developed and delivers Question Based Selling courses to sales organizations all over the world, including companies like Microsoft, Merrill Lynch, IBM, Symantec, Constellation Energy, Allstream, Mayo Medical Laboratories, HP, Dell, Duncan Aviation, and Cisco. Freese is recognized as one of the foremost authorities on competitive positioning strategies, effectiveness training, and buyer motivation.

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