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Whether you are an independent businessperson,
or you work for a Fortune 500 corporation, QBS OnLine
has the power to deliver the most comprehensive and
impactful sales-effectiveness courseware available
today—right to your fingertips.
Driven by a state-of-the-art Learning
Management System, QBS OnLine offers users a highly
interactive multimedia platform that guarantees an
enhanced learning experience through audio, video,
and activities that help integrate QBS course concepts
into your specific selling environment.
Who Will Benefit
From QBS OnLine™
Salespeople, sales support professionals, marketers,
advertisers, product specialists, managers, customer
service personnel, and corporate executives can all
benefit from QBS OnLine in different ways. While this
product doesn't replace our “live” QBS
training programs, we can now offer many benefits
outside the traditional classroom model. Those include:
Independent Study: While "live"
QBS training is delivered in corporate-sponsored
on-site events, individual sales people and small
business owners can now experience the full value
of the Question Based Selling methodology through
self-study, and at your own pace.
Geographically Dispersed: If your
sales organization is spread across multiple branch
offices or in a virtual office environment, QBS
OnLine gives you the ability to deliver this course
"to the masses" at a fraction of the cost
of pulling everyone together for centralized training.
Business Hours: Since time is
a salesperson’s most valuable resource, the
deployment of QBS OnLine allows sales professionals
who are committed to their craft to study anytime,
anywhere, without interrupting the flow of normal
business day.
New Hire Training: What happens
when a client hires a new salesperson shortly after
the "live" classroom training ends? Now,
bringing new hires up to speed, or delivering QBS
to those who may have missed the original training,
is no longer a problem with QBS OnLine.
Reinforcement: Without ongoing
reinforcement, even the most successful training
experience will dissipate over time. With QBS OnLine,
however, users have full access to the modules they
need, and they can easily revisit any of the course
activities (with their specific input data) on-demand.
Immediate Deployment: Logistics
for "live" training or speaking events
require adequate lead-time to coordinate. Lead-time
is no longer an issue with QBS OnLine, as it can
be deployed immediately.
Course Content
QBS OnLine is actually three products in one. The
first ten modules of the course make up the base QBS
Methodology, followed by five additional Advanced
QBS modules. As a bonus, the Managers and Coaching
utility offers step-by-step advice on how to support
the implementation of each of the core components
of Question Based Selling.
Base QBS Methodology (Modules
1-10)
The first ten modules of QBS OnLine take users
through the core components of the QBS Methodology.
Our course content has also been uniquely formatted,
using advanced adult learning principles, to accomodate
a wide range of learning styles that meet the needs
of visual, auditory, and kinesthetic users.
The Base QBS Methodology should not be confused
with traditional sales training courses, however,
as much of our time is spent undoing sales philosophies
that no longer apply in the context of today’s
increasingly competitive business environment.
In addition to the broad range of course activities
enabling users to customize QBS around their specific
business situation, each module finishes with a
review test that will help you gauge your comprehension
of the covered material.
Advanced QBS (Modules 11–15)
For salespeople who want more than a foundational
understanding of the core concepts within Question
Based Selling, the Advanced QBS program was created
to take your professional selling skills to the
next level.
In college, getting extra credit only affects your
report card. In the real world, going the extra
mile can increase your income, your competitive
position in the marketplace, and your stature in
the eyes of your peers and respective company.
If you have a desire to achieve high levels of
excellence in the profession of selling, and you
want a significant competitive advantage, then you
have an opportunity to make an investment in yourself
and your future with Advanced QBS.
Managers & Coaching Utility
What’s the best way to support a successful
implementation of QBS? Step number one is to educate
your sales team on Question Based Selling, either
in the classroom or using QBS. Step number two is
to empower your sales leaders and managers to become
better coaches.
The most important sales management challenge every
company faces is the same—How to duplicate
the success of top performing salespeople?
Human nature says that people will gravitate to
whatever feels most comfortable—which by definition,
is whatever they did before the training. The goal
when implementing QBS reaches beyond the initial
step of just understanding the concepts, to create
lasting habits that can be duplicated in ways that
will increase the effectiveness of the entire sales
team.
The QBS Managers & Coaches Utility includes
thirteen titles where managers can zero-in on the
implementation of specific QBS activities and techniques,
to quickly bring those concepts back to the surface
and offer tips on how to reinforce the desired behavior.
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