Thomas A. Freese, the author of Secrets of Question Based Selling

 

What we ask is often more important than what we tell. If you are trying to market or sell something to a corporate manager, he/she can always tell how experienced you are in marketing and selling by the quality of the questions you ask. The marketers who really impress corporate managers are the ones who ask the most thought-provoking questions.

Selling Is Problem Solving

Sell Benefits

When you get to the heart of what's important to someone, they will be open and receptive to your business and opportunity. In sales, asking the right question is just as important as knowing what to say.  >>>

Empathetic Marketing

Focus on Emotional Drivers

Salespeople must know how to ask the right questions at the right time to clients and customers in order to identify new opportunities, qualify accounts and uncover needs.  This is the principle behind Question Based Selling (QBS).

 

    

 

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