Secrets of Question-Based Selling
by Thomas A. Freese
Freese's QBS method: use questions to lower risk and raise curiosity, diagnostic questions that build credibility, and the escalation from status to issue to implication to solution. Systematic and underrated.
Read it if…
you want a question framework more complete than SPIN.
See the book →
Skip it if…
you sell transactionally.
Try instead: Solution Selling →
Three things you will actually use
- Curiosity opens doors.
- Diagnostic questions build credibility.
- Escalate questions deliberately.
Do this first
Prepare ten diagnostic questions for your product that show expertise.
Our verdict
Underrated question method.
See the book →
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