The Most Powerful Tool in Sales

Have you ever noticed that companies spend millions of dollars telling salespeople what to say, but they spend almost nothing teaching them what to ask? It’s true. While the typical sales process has been defined many times over, organizations assume salespeople already know how to ask the right questions, in a manner that will maximize the value of your products and services.

In my first book, Secrets of Question Based Selling, I refer to strategic questions as: The Most Powerful Tools in Sales. Besides just gathering information, asking questions strategically becomes a salesperson’s best tool for:

                        * Piquing Customer Interest               * Establishing More Credibility Sooner

                        * Understanding Requirements          * Increase the Customer’s Sense of Urgency

                        * Qualify Forecasted Deals                * Create Competitive Separation

                        * Set Expectations/ Negotiate            * Secure Commitments to Move Forward

                        * Protect Profit Margins                      * Make Lead Generation a Self-Fulfilling Prophecy

                                                    * Ultimately Win More Business!

…which requires much more than just probing to uncover the customer’s needs.

The QBS Methodology represents the culmination of a career-long journey—one that has helped me realize that questions are more than just staples of everyday conversation. Perhaps this marks the beginning of a new journey for you as well; not only as a motivated reader, but as a student of Question Based Selling.

Congratulations on taking the first step. I wish you the best!