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Business Management Book Store > Business Management books beginning with S
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Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results |
Author: Thomas Freese
Published: 2000-11-01 |
List price: $16.95
Our price: $11.53
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Usually ships in 1 to 3 weeks
As of: January 07th, 2009 10:48:09 PM
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Customer comments on this selection.
 Selling is impossible in today's market
I rate this book 5 stars because it make impossible to possible.
I have years computer sales experience and insurance experience, attend lots of seminar. NLP, Emergenetics, DISC profile, sub-conscious selling, law of large number......NEVER success. Even I am a best performer, no audience sit down to view my performance. QBS makes me a pradigm shift from I center to client center sales. Neither I no more believe in law of large number. Instead of praise the Lord and wait the telephone call, I draft questions to drill down the needs of my prospects.
No more selling, just satisfy needs.
Can I ask you a Question?
... 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
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
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
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.
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