提问式销售的秘密
Secrets of question based selling
Thomas A. Freese · 初版 2013 年
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Question Based Selling（QBS(R)）是一种基于常识的销售方法，其理论基础是：销售人员“问什么”以及“怎么问”，比他们说的任何话都更重要。这种技巧合情合理，因为要想提出解决方案，你必须首先了解客户的需求。怎么做？通过提出正确的问题。
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Secrets of question based selling
Thomas A. Freese · 初版 2013 年
Question Based Selling（QBS(R)）是一种基于常识的销售方法，其理论基础是：销售人员“问什么”以及“怎么问”，比他们说的任何话都更重要。这种技巧合情合理，因为要想提出解决方案，你必须首先了解客户的需求。怎么做？通过提出正确的问题。
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……在任何职业、任何情境下，善于提问都是一项至关重要的技能。有几本书我觉得挺管用：- Warren Berger 的《A More Beautiful Question》 - Andrew Sobel 的《Power Questions》 - Thomas Freese 的《Secrets of Question Based Selling》。
…that asking good questions is a truly important skill in any profession and any situation. Couple of books I found useful :- A more beautiful question - Warren Berger Power Questions - Andrew Sobel Secrets of Question Based Selling - Thomas Freese.
Cialdini 的《影响力》（Influence）；《创业的四步法》（4 Steps to the Epiphany）在销售全新 2B IT 产品方面是本神书；《问话式销售的秘密》（Secrets of Question-based Selling）是最好的顾问式销售书籍；Neil Rackham 的《SPIN 销售法》（SPIN Selling）也相当不错；《Tested Advertising Methods》和《科学的广告》（Scientific Advertising）依旧是文案撰写领域最好的两本书，尽管……
Influence by Cialdini 4 Steps to the Epiphany is a phenomenal book on selling new b2b IT products. Secrets of Question-based Selling is the best consultative sales book SPIN Selling by Neil Rackham is also quite good Tested Advertising Methods and Scientific Advertising continue to be two of the best books on copywriting, despite…
好久没亲自做过销售了，但对我帮助最大的书是 Thomas Freese 的《问话式销售的秘密》（Secrets of Question-Based Selling）。Naperville, IL: Sourcebooks. 2000，效果因人而异（YMMV）。
Been a long time since I had my hand in any selling activity, but the book that most helped me was, Freeze, Thomas. Secrets of Question-Based Selling. Naperville, IL: Sourcebooks. 2000 YMMV