Book Contents

Part I: A Short Course on QBS Strategy
Chapter 1: Increasing Your Probability of Success
Chapter 2: Mismatching: The Avoidable Risk
Chapter 3: The Herd Theory
Chapter 4: Gold Medals & German Shepherds
Chapter 5: Fueling the Sales Process

Part II: Leveraging the Most Powerful Tool In Sales
Chapter 6: Conversational Layering
Chapter 7: What Makes People Curious?
Chapter 8: Establishing Credibility in the Sale
Chapter 9: Escalate the Value of Your Questions
Chapter 10: How to Solicit More Accurate Feedback

Part III: Implementation: Putting Methods into Practice
Chapter 11: Navigating the QBS Sales Process
Chapter 12: Turn Your “Cold Calls” into “Lukewarm Calls”
Chapter 13: Getting to the “Right Person”
Chapter 14: Building Value in the QBS Presentation
Chapter 15: Closing More Sales…Faster

Epilogue: For Sales Managers Only