Book Reviews

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

Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results

There are almost as many books published about the art of selling as there are sales people. I’ve read my share of them.

If you are a sales professional that makes a living promoting products or services, Secrets of Question Based Selling deserves your attention. This book, by Thomas Freese, masterfully describes the buyer/seller relationship and helps the sales professional build effectiveness and improve results by building a more meaningful understanding of the stages of that relationship.

Further, he helps the sales professional understand question types that are most appropriate at each stage of the relationship. He calls this conversational layering. Here’s an outline:

  1. Create curiosity using provocative questions and statements that get attention and give you time to share your story.
  2. Create credibility that helps expand the relationship. Different than most sales books, the critical element here is the strategic use of closed-end questions.
  3. Develop the need and qualify the prospect, conditioning the prospect using open-ended questions.
  4. Present solutions now that you have developed the relationship and have a clearer understanding of the decision maker’s needs.
  5. Gain commitment by asking the decision maker if you could accomplish his/her goals, would he/she consider taking action on next steps or selecting your firm.

Secrets to Question Based Selling offers a comprehensive, logical approach to building relationships and improving your sales results. This text will serve as a wonderful model and supply a working framework for any sales team.

Questions or comments? Please contact Mark Frasco at mfrasco@teamCOACT.com.