This book discusses insight on transforming sales interactions into interview-like sessions. The key technique highlighted is the ability of adept salespeople to uncover deeper customer needs by probing further with questions whenever a customer inquires about something. This method concentrates on identifying the true question or need behind the customer’s initial question.
QBQ! The Question Behind the Question: Practicing Personal Accountability at Work and in Life
by John G. Miller (Author)
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QBQ! The Question Behind the Question, already a phenomenon in its self-published edition, addresses the most important issue in business and society today: personal accountability.
The lack of personal accountability has resulted in an epidemic of blame, complaining, and procrastination. No organization individual achieves goals, competes in the marketplace, fulfills a vision, or develops people and teams without personal accountability.
The solution involves an entirely new approach. We can no longer ask, “Who dropped the ball?” “Why can’t they do their work properly?” or “Why do we have to undergo all these changes?” Instead, every individual has to ask the question behind the question: “How can I improve this situation?” “What can I contribute?” or “How can I make a difference?”
Check out the audio sample on Amazon for QBQ
