Question Based Selling?

I never read it, but I do know questions are the key / holy grail to selling.

Asking the right questions on any sales call or presentation can dramatically improve the results of any call. One reason is because it gives you the information you need to know to close the sale.

There's so many books and things that have been written on the subject of question based selling and again, it works...if asking the right questions.

I haven't had chance to go through it but I do know that all the 8 and 9 figure marketers that I know are actively using questions in their scripts so it gotta be working, right?

Anyone ever studied QBS by Thomas Freese? Yes



What were your thoughts?

Question Based Selling & It Only Takes 1%...

Both books should be part of your library

Read them, tweak the material to fit your industry/product/service...and get to work!

I haven't seen QBS, but I did read something similar a while back. Check out a book called "SPIN Selling".

SPIN Selling: Neil Rackham: 9780070511132:...

It's the technique I used to close insurance leads without actually trying lol. The prospects closed themselves for me using 3 questions.

All I had to do was put their info onto an app as they gave it to me during the warmup, then let them close themselves and get me a check.

1) Have you ever known anyone who had to pass the hat at the funeral to pay for the services? Or someone who left their family with a lot of bills after they passed away? (ALWAYS a yes, it's why I was sitting in their kitchen.)

2) Who do you want to protect with the policy? (AKA: You're protecting your beneficiary, not yourself.)

3) How much protection do you think is needed to make sure your loved one doesn't have to deal with those frustrations during such a rough time? (Go over funeral costs, get them to pick a plan)

That helped me take them back to watching their friends struggle to pay for a funeral (very common with final expense policies), then get their beneficiary to use as the push button, and then got them to answer me with the level of coverage they thought was necessary.

By the end of the 3rd question I was asking them the best day to draft their account and having their husband get a voided check.

Just about everything ought to be turned into a question when selling, don't you think so? Otherwise it's the salesperson simply talking at the prospect, isn't it? But when statements are turned into questions, it involves the prospect into being a collaborative participant of the solution rather than just an impartial receiver of the message

Oh! Ummm, doesn't it?

Is that what QBS is all about?

This seems to make sense. The last thing you want to do in sales is to give to give them an out, or you could lose the sale before you have a chance to recover.

It's the same principal, to close them without actually hard selling them.

Letting them sell themselves through their answers, and you just guiding the conversation to the close.

I have not thought of QBS misread by Thomas Freese mean?

QBS isn’t just a book about questions. Naturally, Freese discusses questions and questioning in great detail. He lays out a number of types of questions and their uses. He gives examples of both effective and ineffective questions. He relates stories of question success and question failure. He addresses erroneous traditional question training such as to ask open-ended questions only. He demonstrates the power of a well crafted question and how ill conceived questions lead to self-inflected wounds.

However, if you look at Secrets of Question Based Selling as a book about questions, you miss the power and essence of Freese’s message. At its core, QBS isn’t really about asking questions. It’s about understanding human nature and formulating a sales process that emanates from understanding who people are, how they think, how they respond, and what captures their attention and addresses their needs.

QBS is definitely something that is not supposed to be underestimated, any VSL on clickbank generally would start with series of pre-qualifying questions!

I thought it was pretty good, but ultimately my takeaway was listen when you can and assert yourself at the right time to close the sale.