Tales of a QBS Student

It’s always to nice to hear when former QBS students who put the QBS methodology into practice. . .

Tom,

Until last November I was a salesman in the Dallas office of a large deregulated energy provider. . I started my sales career January of 2006 (only 3 years ago) and have been through your material numerous times. In December I was selected, out of 60 people who applied for the position, to start a sales channel for Oracle Elevator.  Frankly, I was selected because of your training. In this economy, with the amount of people looking for work, that speaks volumes.

My current manager told me that many of the people he interviewed had 10+ years sales experience. My interview included role playing, I talked about diagnostic questioning, issues and implications, Gold Medals, German Shepherds, phone messages, e-mails. The next guy didn’t stand a chance.  With no experience at all in the elevator industry I closed 3 deals in my second week on the job.

If there is one important aspect…it’s that I’ve learned to separate myself from the noise. There’s a million people all running around trying to sell something and using Question Based Selling, I’ve been able to distinguish myself from the pack.

Thanks.

Adam B. Prescott, Business Development Manager
Oracle Elevator