Secrets of question based sellingThomas A. Freese
Secrets of question based selling
by Thomas A. Freese · first published 2013
3mentions
3recommended by
3HN commenters
2011–2021first – last mentioned
100% recommend
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? By asking the right questions.
Affiliate links. As an Amazon Associate I earn from qualifying purchases.
…that asking good questions is a truly important skill in any profession and any situation. Couple of books I found useful :- A more beautiful question - Warren Berger Power Questions - Andrew Sobel Secrets of Question Based Selling - Thomas Freese.
on “Getting Answers” ↗Influence by Cialdini 4 Steps to the Epiphany is a phenomenal book on selling new b2b IT products. Secrets of Question-based Selling is the best consultative sales book SPIN Selling by Neil Rackham is also quite good Tested Advertising Methods and Scientific Advertising continue to be two of the best books on copywriting, despite…
on “Ask HN: Any great books on Sales and Marketing?” ↗Been a long time since I had my hand in any selling activity, but the book that most helped me was, Freeze, Thomas. Secrets of Question-Based Selling. Naperville, IL: Sourcebooks. 2000 YMMV
on “Ask HN: How to learn how to sell?” ↗