Question Based Selling ( QBS(R)) is a commonsense approach to sales, based on the theory that "what" salespeople ask-and "how" they ask-is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer's needs. How do you uncover a prospect's needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this book provides a step-by-step, easy-to-follow program that does just that. With this proven, hands-on guide, you will learn to: --Penetrate more accounts--Establish greater credibility --Generate more return calls --Prevent and handle objections --Motivate different types of buyers--Develop more internal champions--Close more sales...faster--And much, much more

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提问销售法:告别传统销售模式,双倍提升你的销售绩效(第2版)