Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results | 
 enlarge | Author: Thomas Freese
Publisher: Sourcebooks, Inc.
Category: Book
List Price: $16.95
Buy New: $9.99
You Save: $6.96 (41%)
New (27) Used (21) from $5.20
Rating:  26 reviews
Sales Rank: 30457
Media: Paperback
Edition: 1
Pages: 270
Number Of Items: 1
Shipping Weight (lbs): 1
Dimensions (in): 8.9 x 6 x 0.8
ISBN: 1570715882
Dewey Decimal Number: 658.85
UPC: 760789200656
EAN: 9781570715884
ASIN: 1570715882
Publication Date: November 1, 2000
Availability: Usually ships in 1-2 business days
Condition: book is brand new.
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| Editorial Reviews:
Product Description
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 customers
Close more sales faster
And much, much more!
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| Customer Reviews: Read 21 more reviews...
 Can I ask you a Question? November 25, 2008
T. Rizzardi (woodland hills, ca USA)
... Do you have a lot of sales books on your shelf already? Are you thinking about buying this book because you still haven't found a consistent and reliable system for selling yet? .. tell me more about that. To what extent is being a better salesperson important to your business? **** This book is one of the best ive ever read and other sales people Ive shown it to all agree. Its almost cult-ish as we refer to it as simply "QBS" now, as if it were the FBI, or DEA or something. lol. The only drawback is that these techniques do take a little time to permanently embed into your behavior and mindset. I recommend it highly for anyone serious about sales. Its very easy to read and Tom is a great writer and at times very funny. I also recommend "Secrets of Power Persuasion: Everything You'll Ever Need to Get Anything You'll Ever Want." Quite a few gems in both titles. Improve your performance with the QBS system without wasting a lot of time reading multiple other books with half the results. Would you like to move forward and order now, or is there any reason you would want to wait on getting this education? :)
 A very good rethinking of SPIN Selling November 16, 2008
J. Van Valkenburgh (New Hampshire)
A worthwhile book that does a better job of translating many of the SPIN Selling concepts into action. The ideas he has about effecting curiosity and instructions about interactive questioning are insightful and refreshing. Not revolutionary but a very good, practical update and reassembly of sales skills that are very appropriate for today's market for big ticket sales.
Question Based Selling October 24, 2008
Donna Vestre (Orange County, California)
This is a great reference book but don't pay more than the MSRP. This book retails at Barnes & Nobles for $16.95.
One Secret Question February 7, 2008
John McCollough (Stamford, Connecticut)
3 out of 3 found this review helpful
Have you ever wondered why you sometimes feel as though you're not getting anywhere with a prospect because you don't know what to say next to make the person want to buy from you? If you're like most people talking comes very easily for you and when somebody asks your opinion, via directly or indirectly, you immediately go off into sales mode and then somewhere down the road you catch the prospect looking at his watchand telling you that he needs to "think it over."
If so, then a book written by Thomas Freese entitled, "Secrets of Question Based Selling: How the Most Powerful Tool Can Double Your Sales Results" might very well provide you with the ammunition you need to separate yourself from the competition and give you the tools to get the job done. I'm going to offer you something fun...something exciting...something you've never heard before. Are you ready? Sales professionals talk too much!
Yes, it's true; part of the reason why some people have disdain for people like sales professionals is because we won't shut up. Rather than learning more about a prospect and his needs, fears, hopes and dreams, we regurgitate the same canned sales pitch that we used on the last 10 people that had the same effect. Rejection without accomplishment!
This books does a very good job at illustrating a basic paradigm, a foundation shall we say, about what is needed to win...that is, to get a sale and help the client feel proud and secure.
Have you ever wondered why people some seem to flock to the gas stations every summer when gas prices go up $.05 like flies to honey? How about the beanie baby rave or the dot.com crash?
Thomas uses his sales experience to illuminate a basic social psychology principle entailing what motivates people in a group. The sad fact is that most people would jump off a bridge if everybody else did! But you're not like everybody else right?
Everything we do when were prospecting, selling, etc. can be stripped down to its core. Namely, we need tools that will enable us to increase the probability of succeeding. Thomas does a good job at illustrating ways to build credibility through asking questions, avoiding mismatching, using a social psychology theory (herding) to generate interest and using rewards and risk aversion to sell a product.
Surrounding prospects with the perception that "everyone else" is already moving in a certain direction is a very powerful QBS technique.
Let that sink in for a moment. He explicates that in order for a sale to be made; credibility must be built; questions must be asked and addressed; interest must be peaked; while building value in a presentation so a the proper solution can be offered that will help a prospect find a reward and avoid risk.
Thomas uses 259 pages to illustrate exactly what I said in the preceding paragraph. He even throws in a chapter about cold calling that is a must read for anybody serious about taking some stress out of cold calls. He says that the success rate for contacting prospects is between 2-5 person!
That means that out of every 100 hundred sales calls, the average performer can expect to generate only a small amount handful of opportunities. The other 95 to 98 percent of these calls end in rejection. Some food for thought.
In conclusion, I give this book 4 stars. The only reason why it's not a 5 is because he needed more examples of his questions that didn't rely on his computer background. I spent about a week reading this book, making notes and making some changes to my presentation and cold calling techniques. I had a hard time correlating some of his computer questions to my field (insurance).
I stopped watching Star Trek about 10 years ago (movies excluded), so I'm not up to speed on quantum-flux capacitors and how they relate to insurance. This is a book that I'm proud to add to my library though despite not being perfect.
 An excellent book with an extremely slow delivery January 6, 2008
Mortaza Zainaleain
0 out of 3 found this review helpful
A good book with a lot of good ideas. But for some reason he takes a long way home with his points. The only thing I do not like about this book is the fact that it is extremely slow. I had gave up on it but a good friend asked to give it another chance and go thru the first 50 pages before you give up which I am glad that I did.
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