title: Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
author: Thomas Freese
description: Thomas A. Freese, based in Atlanta, is the founder and president of QBS Research, Inc., which teaches Question Based Selling to salespeople around the country. The list of the author's clients includes IBM, Merrill Lynch, Compaq Computer Corporation, Northwestern Mutual Life, Sun Microsystems, Lucent Technologies, Cisco, GE Capital and MCI. Freese speaks to dozens of major corporations annually.
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  Secrets of Question Based Selling
  
  
  Sales Strategies for Spectacular Results
  
  
  **Author:** Thomas A. Freese
  
  
  **Publisher:** Sourcebooks Inc.
  
  
  **Date of Publication:** 2000
  
  
  **ISBN:** 1570715882
  
  
  About the Author
  
  
  **Number of Pages:** 270 pages
  
  
  Thomas Freese
  
  
  Th
  
  
  T e Big Idea
  
  
  e
  
  
  In sales, asking the right question is just as important as knowing The first
  time **Thomas Freese**
  
  
  what to say. This is the principle behind **Question Based Selling** oversold
  his sales quota by 200
  
  
  percent, everyone thought it was a
  
  
  **(QBS)**. Salespeople must know how to ask the proper questions to fluke.
  When he did it again, they
  
  
  clients and customers in order to identify new opportunities, qualify assumed
  it was just some sort of
  
  
  accounts and uncover needs. In addition, asking questions also freak accident.
  Then, over and over
  
  
  for seven consecutive years, Tom
  