Check out this video excerpt where Tom speaks about the difference between motivational speakers, and instead, actually teaching salespeople how to be exponentially more effective.
Sales organizations used to try and motivate salespeople as a way to increase productivity. Today, the opposite is true. If you take the time to show salespeople how to be exponentially more effective, they will absolutely be motivated to repeat their successes. I don’t about you, but to me, there’s nothing more fun or rewarding that having an ‘unfair’ advantage throughout the sales process.
“Zig Ziglar is still the king of the podium, although sadly, he passed away just recently. I can say, however, he was by far the best motivational speaker I have ever heard. But as with other motivation speakers, my problem was, after I went back out into my territory all excited and ready to conquer the world, when I naturally reverted back to using the same old approach, I got the same lousy results. Thus, my newfound levels of enthusiasm tended to dissipate very quickly.” - T. Freese
This QBS LIVE clip features Tom explaining the differences between Question Based Selling and traditional sales training, including some of the more well known programs like Solution Selling, Strategic Selling, Power Based Selling, SPIN Selling, and Target Account Selling.
Having a defined internal sales process is fine. But just having a process in place no longer gives you a competitive edge. I bet your competitors have a sales process in place too, and it’s probably strikingly similar to yours.
“If you look around any sales organization you will quickly notices that some salespeople are significantly more effective than others, using the exact same process. This enables us to conclude that just following the steps of the sales process isn’t want defines success in sales. Rather, it’s HOW you execute each of the phases of the sales process that will ultimately determine whether you are chosen as the selected vendor, or you are consistently coming in second place.” - T. Freese