Question Based Selling ( QBS�) is a commonsense approach to sales, based on the theory that �what� salespeople ask-and �how� they ask-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