Secrets Of Ques-Based Sell

作者 Thomas Freese著
出版社 Sourcebooks, Inc.
出版时间 2000年11月第1版
ISBN 9781570715884
定价 229.50

内容简介

QuestionBasedSelling(QBSr)isacommonsenseapproachtosales,basedonthetheorythat"what"salespeopleask-and"how"theyask-ismoreimportantthananythingtheywilleversay.Thistechniquemakessensebecauseinordertopresentsolutions,youfirstmustlearnyourcustomer'sneeds.Howdoyouuncoveraprospect'sneeds?Byaskingquestions.Butnotjustanyquestions.Youmustasktherightquestionsattherighttime.Andthisbookprovidesastep-by-step,easy-to-followprogramthatdoesjustthat.Withthisproven,hands-onguide,youwilllearnto:--Penetratemoreaccounts--Establishgreatercredibility--Generatemorereturncalls--Preventandhandleobjections--Motivatedifferenttypesofbuyers--Developmoreinternalchampions--Closemoresales...faster--Andmuch,muchmore

作者简介

ThomasA.Freese,basedinAtlanta,isthefounderandpresidentofQBSResearch,Inc.,whichteachesQuestionBasedSellingtosalespeoplearoundthecountry.Thelistoftheauthor'sclientsincludesIBM,MerrillLynch,CompaqComputerCorporation,NorthwesternMutualLife,SunMicrosystems,LucentTechnologies,Cisco,GECapitalandMCI.Freesespeakstodozensofmajorcorporationsannually.

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