If I like it, I clip it…

I highly recommend this book:

A sound business development strategy is critical for companies who want to compete in today’s increasingly competitive global economy. But many of the old-school paradigms of selling no longer apply.

In a strategic sale, companies cannot offer valuable solutions until the prospective buyer recognizes the existence of a need. Whose job is it to uncover needs? The salesperson’s, of course. But, just because salespeople want to ask questions, doesn’t mean prospects and customers will openly share their thoughts, feelings, and concerns. Likewise, just because you have a good “story” to tell, doesn’t necessarily mean your target audience will want to hear it.

What is it that makes prospective buyers want to engage in a productive conversation about their needs and your solutions? That’s what you will learn in Tom Freese’s first book, Secrets of Question Based Selling.

 http://www.qbsresearch.com/

Hear from author Tom Freese in this video