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:
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.