Question-Based Selling (QBS®) is a commonsense approach to sales, based on the theory that "what" salespeople ask—and "how" they ask it—is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer's needs.

How do you uncover a prospect's needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this book provides a step-by-step, easy-to-follow program that does just that.

With this proven, hands-on guide, you will learn to:

—Penetrate more accounts

—Establish greater credibility

—Generate more return calls

—Prevent and handle objections

—Motivate different types of buyers

—Develop more internal champions

—Close more sales faster

—And much, much more