Thomas A. Freese Knihy

Salespeople everywhere are trying to get deeper within their target accounts. The question is "how" best to accomplish these goals in an increasingly competitive business environment. That’s what you will learn in this book. Of course, implementation is the key to success with any sales methodology. And, human nature says that without reinforcement, people will gravitate back to whatever feels most comfortable. This brings us to an important crossroad in your development as a sales professional—either to continue with the status quo, or make a conscious decision to step outside the box of traditional thinking and separate yourself from the "noise" in the marketplace. In addition to improving your own selling skills, I have discovered that a similar opportunity exists to increase the sales skills and effectiveness of the broader organization. Hence the goal of this book extends far beyond the base concepts taught in Question Based Selling™, to focus on the larger opportunity of "culturalizing" the QBS Methodology across the entire sales organization.

Unlock the secrets of Question Based Selling and see your sales soar.

Life is not fair. Selling is not fair either. Look around and you will see that the salesperson with the best product doesn't always win the sale. It's because every salesperson out there claims to have the best service, the highest quality, and the best deal. As a result, customers are quick to commoditize these similiar-sounding claims of greatness, and they instead gravitate toward products, companies, and salespersons who can differentiate themselves in some way. Fortunately, you don't need a huge advantage. Most sales are won or lost by very small margins. That means you simply need an edge--a differentiable advantage that will set you apart from everyone else. That's what you will find in this book--100 chapters, each designed to give salespeople a one-percent advantage over their competitors. After all, it only takes 1% to have a competitive edge in sales.