The “New” Question Based Selling

Since I published my first book (Secrets of Question Based Selling) some thirteen years ago, the business environment has changed—in some ways dramatically, while other changes are very subtle. Therein lies the difference between my original version and the “new” Question Based Selling.

Now that I have trained hundreds of sales teams and thousands of salespeople over the last fifteen years, I’ve discovered that the QBS Methodology has evolved significantly from my first work. Not surprisingly, many of the foundations still apply, like the need to establish credibility, pique the prospect’s interest, and minimize your risk of failure—all of which are indeed timeless. But, my intention with this updated version of the book was to enhance those concepts by including many of the metaphors, anecdotes, and syllogisms that have made Question Based Selling the top-rated sales course that our clients have ever experienced.

The first fifty pages of the book contain brand new material, which although we have been teaching for quite a while, I am now proud to share in the book. Chapter 1, called “Selling Intangibles” focuses on the fact that value is in the eye of the beholder and it’s possible for sellers to enhance or diminish that value by how they position themselves relative to the competition. Chapter builds on this theme, called “Expanding Your Value Proposition,” where we explore ways to create more perceived value in the customer’s mind. I am confident that new readers and existing supporters of the QBS Methodology with find the book both informative and enlightening.

My appreciation goes out to my publisher, as the good people at Sourcebooks were integral in taking a book that has outsold itself each year for 13+ years now, and improve upon it. This was a significant undertaking and I appreciate their diligence and guidance every step of the way.

Note that the book is scheduled to be available in November 2013, just in time for everyone’s last minute Christmas shopping. But I fully expect the “new” Question Based Selling to be around for quite some time and I look forward to people reading the book as well as working directly with sales teams all over the world.