• Complain

Thomas A. Freese - Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results

Here you can read online Thomas A. Freese - Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results full text of the book (entire story) in english for free. Download pdf and epub, get meaning, cover and reviews about this ebook. year: 2013, publisher: Sourcebooks, genre: Politics. Description of the work, (preface) as well as reviews are available. Best literature library LitArk.com created for fans of good reading and offers a wide selection of genres:

Romance novel Science fiction Adventure Detective Science History Home and family Prose Art Politics Computer Non-fiction Religion Business Children Humor

Choose a favorite category and find really read worthwhile books. Enjoy immersion in the world of imagination, feel the emotions of the characters or learn something new for yourself, make an fascinating discovery.

Thomas A. Freese Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
  • Book:
    Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
  • Author:
  • Publisher:
    Sourcebooks
  • Genre:
  • Year:
    2013
  • Rating:
    4 / 5
  • Favourites:
    Add to favourites
  • Your mark:
    • 80
    • 1
    • 2
    • 3
    • 4
    • 5

Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results: summary, description and annotation

We offer to read an annotation, description, summary or preface (depends on what the author of the book "Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results" wrote himself). If you haven't found the necessary information about the book — write in the comments, we will try to find it.

For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. Its commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customers needs.But consumer behavior and sales techniques change as rapidly as technologyand there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectivenessidentifying the strategies and techniques that will increase your probability of success.How you sell has become more important than the product. With this hands-on guide, you will learn to:- Penetrate more accounts- Overcome customer skepticism- Establish more credibility sooner- Generate more return calls- Motivate different types of buyers- Develop more internal champions- Close more sales...faster - and much, much more

Thomas A. Freese: author's other books


Who wrote Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results? Find out the surname, the name of the author of the book and a list of all author's works by series.

Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results — read online for free the complete book (whole text) full work

Below is the text of the book, divided by pages. System saving the place of the last page read, allows you to conveniently read the book "Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results" online for free, without having to search again every time where you left off. Put a bookmark, and you can go to the page where you finished reading at any time.

Light

Font size:

Reset

Interval:

Bookmark:

Make
Copyright 2000 2013 by Thomas A Freese Cover and internal design 2013 by - photo 1
Copyright 2000 2013 by Thomas A Freese Cover and internal design 2013 by - photo 2

Copyright 2000, 2013 by Thomas A. Freese

Cover and internal design 2013 by Sourcebooks, Inc.

Sourcebooks and the colophon are registered trademarks of Sourcebooks, Inc.

All rights reserved. No part of this book may be reproduced in any form or by any electronic or mechanical means including information storage and retrieval systemsexcept in the case of brief quotations embodied in critical articles or reviewswithout permission in writing from its publisher, Sourcebooks, Inc.

This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. From a Declaration of Principles Jointly Adopted by a Committee of the American Bar Association and a Committee of Publishers and Associations

All brand names and product names used in this book are trademarks, registered trademarks, or trade names of their respective holders. Sourcebooks, Inc., is not associated with any product or vendor in this book.

Published by Sourcebooks, Inc.

P.O. Box 4410, Naperville, Illinois 60567-4410

(630) 961-3900

Fax: (630) 961-2168

www.sourcebooks.com

Library of Congress Cataloging-in-Publication data is on file with the publisher.

This book is dedicated to
my three miracles: my wife Laura,
and our daughters Sarah and Mary Claire.

Contents

Preface

THE BEST SALES EXPERIENCE I HOPE YOU NEVER HAVE

On Monday, August 22, 1994, our dreams were shattered when my wife Laura was diagnosed with cancer. Sensing the gravity of the situation, Dr. George Cierny carefully placed a box of Kleenex on the adjoining table before telling us that a grapefruit-sized tumor had been discovered in Lauras hip. She had lymphoma, and we were both devastated.

In the blink of an eye, life as we knew it had changed. With a bouncing baby girl, two thriving professional careers, and a nice home in the suburbs, we had been living out the American Dream. Now, we were faced with the challenge of chemotherapy, the loss of Lauras mobility, and a 60/40 chance of survival. Lauras career was halted and she would probably lose fertility. On top of that, Dr. Cierny, as if he was looking down the barrel of a loaded gun, added, We probably wont have to amputatebut well see.

Unless you have actually been there, its hard to imagine the emotional impact of this news. It was like being hit in the face with a brick. The grief on my wifes face was daunting. I remember thinking, This cant be happening!

Success in my business life suddenly seemed unimportant. The fact that sales were booming was insignificant. Though I had achieved top sales honors for several consecutive years, these accomplishments now paled in comparison to the new challenges that lay ahead. It was a helpless feeling. After all, what difference does success make when everything else is falling apart?

After we grieved over this news for several days, life found a way to slap us back into reality. The daily routine took over. There were chores to do and mouths to feed, and our two-year-old daughter needed our love and attention now more than ever. Self-pity was fruitless. Instead, we dug inknowing that we were engaged in a battle that would yield only one winner.

Laura underwent chemotherapy treatments for six long months. When she wasnt in the hospital with complications, she was at homestruggling to maintain her strength. I continued to work, but mostly for therapeutic reasons.Selling was a release of sorts, one that helped distance me from the uncertainty of her medical condition. The usual seventy-hour workweek shrank dramatically, so it was safe to assume that my sales would suffer as a result. Selling was still a passion, but it was no longer a priority.

This adversity caused my perspective to change dramatically. With respect to my selling career, it was as if a great burden had been lifted, where all the stress, anxiety, and pressures that usually exist in a competitive business situation were suddenly gone. No more nervous butterflies before key presentations. No more agonizing over things that were out of my control. While I still wanted to do a good job, I didnt have the time or the emotional energy to worry. As a result, I relaxed and focused on those things that were most important.

Ironically, this change in perspective placed me in a unique position of strength. Because I was no longer intimidated by the threat of losing a sale, it was easy to ask the hard questions without fearing how customers might respond. It was also easy to differentiate important action items from things that were unnecessary. Those action items that were beneficial for the customer, my company, and me got done. Anything that was unreasonable, superfluous, or unnecessary didnt. It was that simple.

Everyone (including me) expected my sales results to drop off considerably, but that didnt happen. Devastation gave way to new resolve, and any lingering trepidation regarding a sale was quickly replaced by a new sense of clarity and purpose. In fact, during the six-month period that Laura was sick, I worked less and sold more. But not just a little more. I sold twice as much as I ever had. Twice as much! I couldnt believe it. The significance of this eclipsed anything else that I had ever accomplished.

Through a strange twist of fate, Lauras illness had actually created an opportunity. It had given me a chance to view the sales process from a completely different perspective. When new priorities took over, I no longer had anything to lose, and when the traditional risks of failure disappeared, my effectiveness soared. It was horrifying and enlightening at the same timewhich is why I call it the best sales experience I hope you never have.

With the efforts, prayers, and support of countless people, Lauras cancer was reversed into full remission. She had been to the edge and backand when the battle was over, she emerged the winner. Laura reclaimed her energy, but she never lost her spirit. Several months later, thanks to the miracle of modern medicine, her hip was replaced and her mobility was fully restored. She was back.

Almost two years after Laura was diagnosed, tears flowed once again as the city of Atlanta was getting ready to host the Twenty-Sixth Summer Olympic Games. When the organizers for the Olympics heard about Lauras story, they recognized she had faced the ultimate personal challenge and had won. Because it was clear that her victory over cancer was as great as anything that would be achieved on the athletic field, she was given the honor of carrying the Olympic Torch.

On July 19, 1996, friends and family joined an enthusiastic crowd of 50,000 people who lined the streets of Atlanta to cheer the Olympic torch relay as it passed by on the way to the opening ceremonies. Whether they knew it or not, they were cheering for Laura too as she hoisted the Olympic Flamea symbol that reflected her own personal accomplishment. In fact, if you look closely, you can see the Gold Medal tears in her eyes.

While adversity didnt actually teach me how to sell it did inspire me to - photo 3

While adversity didnt actually teach me how to sell, it did inspire me to complete my dream, which you are now holding in your hands. The original

Next page
Light

Font size:

Reset

Interval:

Bookmark:

Make

Similar books «Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results»

Look at similar books to Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results. We have selected literature similar in name and meaning in the hope of providing readers with more options to find new, interesting, not yet read works.


Reviews about «Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results»

Discussion, reviews of the book Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results and just readers' own opinions. Leave your comments, write what you think about the work, its meaning or the main characters. Specify what exactly you liked and what you didn't like, and why you think so.