January Go Magazine: The Centerfold!

This month’s issues of Go Magazine, Air Tran’s in-flight publication, features a two page spread of yours truly. After training the sales tea of the magazine’s publisher in London back in October, one thing led to another and now I get to watch other passengers read about me on my flight tomorrow to DC. Very cool, and hopefully informative. Check it out for yourself HERE.

The 3 Worst Marketing Words

Really! Truly! and Better! 

ABC Company Press Release: Our products and services are truly the world’s best. In fact, our new launch offers better features and experts say they will really change the way customers do business.

     …a few days later…

XYZ Company Press Release: Truly, we can now say that our products and services are the world’s finest. Our product offerings are better and they really will change the way customers do business.

Other words and phrases that should be stricken from the sales vernacular include paradigm-shift, industry-leading, cutting-edge, groundbreaking, touching-base, game-changer, and “coffee is for closers.”

NEW: QBS Positioning Assessment

By popular demand, we are now offering a new product on the QBS menu of services—basically, a Positioning Assessment. It’s usually true that a solution or presentation sounds great to the person who authored the slides. But, how does your value proposition really stack up in reality? It doesn’t do companies much good to discover (after the fact) that their messages are being positioned in a way that could actually erode your credibility or commoditize your value proposition.

“Ironically, Question Based Selling solves the problem that traditional sales training programs have created."

Q: What exactly is a Positioning Assessment?

Depending on the client, initiative, or impending project, a positioning assessment can range from a short 30 minute free initial consultation to an in-depth examination of how your messages resonate in the current competitive marketplace.

Common areas of focus include:

- Setting the bar too high for the competition, and plant a couple land mines in the process.

- Trade Show Strategies: How to get more leads and create a greater sense of urgency.

- Does your story build to a crescendo, where customers will “want to” take action?

- Identifying risky buzzwords or catch phrases that put people off

The bad news is, the way most sellers have been taught for decades does more to commoditize their value than differentiate it. The traditional ‘elevator pitch,” for example, is virtually identical between competing companies, which is exactly the opposite of what sellers are trying to accomplish.

More information available HERE, or contact us for information on dates, availability, and deliverables.

2010 QBS Methodology Mid Year Summit: May 6-7

“Given the ongoing shifts that will continue to occur in the business marketplace, sellers must do everything possible to make themselves invaluable to their customers, colleagues, and company.”         -T. Freese

If you would like to renew your focus on increasing your own sales effectiveness, or giving your entire sales team an unfair advantage over the competition, join us on May 6 - 7 for the Mid-Year QBS Methodology Summit, held in dual locations.

Simultaneous boot-camp style events, featuring Alan Rohrer (QBS Certified Trainer) in Phoenix and Tom Freese in Atlanta, will be held on the first Thurs-Friday in May.

The learning environment will be highly interactive, with participants from a variety of industries including technology, financial services, healthcare, consulting, insurance, real estate, manufacturing, advertising, hospitality, and retail, and feedback from previous QBS Summit events has been “off the charts.”

With limited seating, reserve your seats early since we are expecting a full house. You might also want to bring extra pencils and a stack of writing pads for note taking.

“Tom! I wanted to thank you for an amazing training two weeks ago-my head is still spinning from all of the great info. I met with our Regional Manager yesterday and he wants you to train the rest of our team. You will be hearing from us very soon…”    -Liz B., Michigan…your newest QBS groupie!

Click for Early Enrollment Discount &  SUMMIT DETAILS.