After a QBS training event, salespeople often say to me, "Wow, Tom, it’s amazing that such a small adjustment in the way I position myself can have such a huge impact on how customers perceive my products.”
Meanwhile, sales managers often ask me, "What advice can you give us on how to implement Question Based Selling and make it part of our culture, so the methodology becomes second nature to our salespeople?”
Thus, I created a new section on our website called Implementation Tips. My intent was to create a virtual repository of specific QBS techniques that sellers can use to get the "creative juices" flowing, in addition to reinforcing key QBS concepts.
If you have a specific tip request, I invite you to enter a comment and I will respond. Also, I invite you to subscribe to our RSS Feed, and/or bookmark this page, as I plan to grow this data bank multiple times per week, or at a bare minimum, adding content on every flight in 2010.