“If you want to challenge the customer’s thinking about a product or service, you might first want to challenge your own on how it’s being positioned.” T. Freese
My first book was originally published in May of 1999, fourteen years ago this month—so this is a milestone anniversary of sorts. I have since published three additional sales books and a parenting book,along with countless articles,all of which have evolved into the Question Based Selling Methodology. Literally thousands of salespeople and hundreds of sales teams have been trained on the QBS Methodology, which continues to evolve and grow.
During this time, my first book (Secrets of Question Based Selling) has done exceedingly well, and become my publisher’s number one bestselling business book with multiple runs over the years. It also has the distinction of having outsold itself every six months for the past thirteen and a half years…and counting.
You never know until a book is actually released whether it’s going to hit the nail on the head, but my intentions with this first book were clear from the beginning. I wanted to publish a timeless work where issues like the salesperson’s need to gain credibility, pique the customer’s interest, and convey value were strategic concepts that would never go out of vogue. So, it’s no surprise to me that these concepts are just as important to the success of a salesperson now as they were when the ink was fresh in 1999.
That said, I am happy to report that I have spent the last ten months updating this book for re-release in the fall of 2013, entitled Secrets of Question Based Selling: Gold Edition. Essentially, I have taken the proven strategies of QBS and adapted the material to the current competitive environment. I have also added a new layer of anecdotes, examples and content to with that I believe pulls the QBS Methodology together into a tighter and even easier to implement package.
With a target release date of November 2013, we are hopefully on track to extend the relevance and longevity of ‘QBS’ for another 14 years. Thank you for your continued support and encouragement on this truly unique journey.More information about the book will be forthcoming as the release date nears.