QBS OnLine (Mini-course)

Q: “Tom, what’s the best way to train remote employees on Question Based Selling, or maximize the team’s ongoing implementation of the QBS methodology?.”

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 accommodate 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.