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ISBN: 1570715882Издательство: Sourcebooks
Would you like to increase your own selling results, or the performance of your entire sales team? The concept of Secrets of Question-Based Selling is founded on the idea that an effective salesperson knows what his or her prospect needs, then offers solutions--and the only way to find out what someone needs is to ask! With more than 17 years of experience in sales and management, Thomas A. Freese has taken the approach that consistently empowered him to exceed, at times even double, his selling results, and has packaged it into the sales methodology he calls Question-Based Selling. This book serves as an explanation of this technique, as well as a reference guide that can be used over time by both salespeople and sales managers to exponentially increase their productivity. You will learn to: ? Penetrate more accounts ? Establish greater credibility ? Generate more return calls ? Prevent and handle objections ? Motivate prospective...