Customized QBS Methodology Programs

Question Based Selling (QBS) is a proven and highly leveraged sales methodology that teaches salespeople and sales teams how to more effectively differentiate their products, their company, and themselves, in a highly competitive marketplace.

QBS Methodology Training is delivered in a high-energy, interactive, two-day program that was designed to give salespeople a significant edge over their competition. An abridged one-day version of this QBS training is also available for sales meetings, mid-year kickoff events, or vendor-sponsored partner seminars, which can be scheduled upon request.

The QBS Methodology takes a common sense, yet disruptive, approach to showing veteran sales professionals how to upgrade traditional habits—all based on the theory that what a salesperson asks (and how they ask) is more important than what they will ever say. Who’s job is it to uncover needs? It’s the salesperson’s responsibility, of course. But, just because a sellers wants to ask questions to uncover needs doesn’t mean prospects and customers want to share information with people they don’t yet know or trust. Likewise, just because you have a great story, doesn’t necessarily mean prospects and customers will want to hear it. Now, the question is, what makes prospects and customers “want to” engage?

Tom’s Video Message

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QBS Methodology Fall Summit: October 1-2

Since the feedback from previous QBS Summit conferences has been “off the charts” positive, I am pleased to announce that the next QBS Training opportunity will be held on October 1 – 2, 2009, and it’s open to everyone.

On that Thurs-Friday tucked right in the beginning of the new sales month/quarter, we will host simultaneous events on the East and West coasts, with Jim Russell (Certified QBS Trainer) hosting the event in Seattle and Tom Freese hosting the one in Atlanta.

The timing on this event couldn’t be better with the release of Tom’s new book, Selling Yourself in Today’s Competitive Marketplace, especially now that most businesses are focused on finding ways to increase revenue. QBS Summit conferences are highly interactive, with participants from a variety of different industries including financial, healthcare, consulting, insurance, real estate, manufacturing, technology, advertising, hospitality, and retail. With the backdrop of the recent economic environment, it should lead to some lively discussion and learning.

With limited seating, I recommend that you reserve your seats early since we are expecting a full house. So, bring your thinking cap and get ready to buckle up, given the dramatic changes we are seeing in sales strategy and the overall marketplace, it’s now up to the individual to empower themselves with an enhanced set of skills that will create new opportunities to succeed.

Click Here for REGISTRATION AND SUMMIT DETAILS.

The Most Powerful Tool in Sales

Have you ever noticed that companies spend millions of dollars telling salespeople what to say, but they spend almost nothing teaching them what to ask? It’s true. While the typical sales process has been defined many times over, organizations assume salespeople already know how to ask the right questions, in a manner that will maximize the value of your products and services.

In my first book, Secrets of Question Based Selling, I refer to questions as: The Most Powerful Tool in Sales. Besides just gathering information, strategic questions are also a salesperson’s best tools for:

                        * Piquing Customer Interest               * Establishing Credibility

                        * Understanding Requirements         * Creating a Sense of Urgency

                        * Qualifying Opportunities                    * Competitive Differentiation

                        * Negotiation/Positioning                     * Securing Commitments

                        * Maintaining Margins                           * Getting Leads/Referrals

                                                    * Winning More Business!

…which is much more than just probing to understand the customer’s needs.

For me, Question Based Selling represents the culmination of a career-long journey—one that has helped me realize that strategic questions are more than just staples of everyday conversation. Perhaps this marks the beginning of a new journey for you as well; not only as a motivated reader, but as a student of the question-based sale. Congratulations on taking the first step. I wish you the best!

QBS Live Mondays: How to Double the Reasons People Buy From You

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