![]() 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. So, what exactly is question-based selling Question-based selling is a technique that focuses on asking questions to gather information. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking. A conversation that uses question-based selling builds trust early in the relationship. ![]() How you sell has become more important than the product. For nearly twenty years, The Secrets of Question Based Selling has been helping great salespeople like you deliver big results. Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. 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. Knowing where you should turn to for success can be confusing. 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.īut consumer behavior and sales techniques change as rapidly as technology-and there are countless contradictory sales training programs promising results. In this book, you will go beyond the what to the how and why, and learn whole-being selling-selling that utilizes the head, heart, and soul and brings mental, emotional, and spiritual forces together.For nearly twenty years, The Secrets of Question Based Selling has been helping great salespeople like you deliver big results. One of the best books on consultative selling Ive read Its packed with example questions and answers to objections. The why: understanding the customer's purpose, intention, values, inner belief boundaries, and self-valueĮmotional factors are powerful contributors to sales success.Of course, there is the question of novelty here it would be interesting to pursue. A reading of the complete text is described as unabridged. 'After 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. unfamiliar vocabulary based on context clues in passages (Zientarski and. The how: applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs An audiobook (or a talking book) is a recording of a book or other work being read out loud.The what: knowing the product, the industry, and the competition. ![]() ![]() Successful selling takes three types of preparation: Secrets of Question Based Selling by Thomas Freese - the condensed audiobook. How you sell has become more important than the product. Steve Menasche Unabridged Audiobook Play Free with a 30-day free trial Add to Cart - 24. Most sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. 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 effectivenessidentifying the strategies and techniques that will increase your probability of success. ![]()
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