If you are looking to energize the audience at your next sales meeting or industry conference, then you might want to give them a taste of Question Based Selling.

Success is a tremendous motivator, and nothing energizes a salesperson more than learning how to significantly enhance their sales performance. Using QBS as a backdrop, Tom Freese, author of four books and internationally recognized speaker, delivers a powerful message that will transform any speaking engagement into a real learning experience.

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QBS sales talks are customized and can be delivered up to four hours in length. Buckle your seat belt, however, because Question Based Selling is an intentional departure from traditional sales approaches. Customers today are more sophisticated than ever, and they are no longer willing to endure a steady stream of over-zealous salespeople. Therefore, it is more important than ever for sellers start thinking outside the box, in order to separate themselves from the rest of the “noise” in the marketplace.

Tom Freese Bio

Originally from Rochester, New York, Tom Freese graduated from the University of Florida in the early 1980s, with a degree in Finance. At that point, he had two choices. One was to work at a bank. But, Tom could not see himself working at a bank, so he went into sales, first for a company called Shared Medical Systems. After five years with SMS, Tom accepted a District Sales Manager position with the Baxter Corporation in the Systems Division, selling hospital information systems.

Tom felt he had gained some excellent experience in healthcare, but he wanted to be more of a generalist, selling to other industries like manufacturing, financial services, telecommunications, and technology. Therefore, in 1990, Tom went to work for an Atlanta based software company called KnowledgeWare, selling application development tools to increase productivity, speed time to market, and give customers a competitive advantage.

After commuting back and forth from Atlanta to a remote territory, five days a week for over two years, Tom opened the Southeastern Regional Office for NetFrame Systems in 1992. NetFrame designed and manufactured superserver hardware to run large corporate networks with fault tolerant features that offered significantly greater reliability.

In 1995, after multiple consecutive years over 200% of his annual sales quota, Bob Puette (President of NetFrame) asked Tom if he would train the rest of the sales organization on whatever it was that was making him so successful. Tom reluctantly agreed to teach three classes. In his “spare” time, Tom spent the next sixty days developing course materials that would allow him to explain his system for selling to his peers at NetFrame.

Everyone knows that one of the most difficult audiences to train is your own peer group. But, when the feedback from the training at NetFrame was overwhelmingly positive, and enough people said, “you have to bottle these ideas,” Tom took their advice to heart and started working on his first book.

Tom Freese officially left the corporate world in 1997. With more than seventeen years experience in the trenches of corporate sales and management, Tom packaged his unique approach into a proven sales methodology called Question Based Selling. Now, he works with companies all over the world showing salespeople how a question-based approach can exponentially increase their bottom-line results.

As founder and president of QBS Research, Inc., Tom has published three books on selling and is considered to be one of the foremost authorities on sales effectiveness, buyer motivation, and business strategy.

When Tom Freese is not enjoying his family in Atlanta, he is a dynamic speaker and highly sought after sales trainer who delivers content and strategy, as opposed to hype and fluff. After all, what’s most important is what happens after the engagement when your sales team goes back out into their respective territories to implement what they have learned.

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