Tom Freese vs. Zig Ziglar & Other Motivational Speakers

Check out this video excerpt where Tom speaks about the difference between motivational speakers, and instead, actually teaching salespeople how to be exponentially more effective.

Sales organizations used to try and motivate salespeople as a way to increase productivity. Today, the opposite is true. If you take the time to show salespeople how to be exponentially more effective, they will absolutely be motivated to repeat their successes. There’s nothing more fun or rewarding that having an ‘unfair’ advantage throughout the sales process.

“Zig Ziglar is the king of the podium, and he is by far he is the best motivational speaker I have ever experienced. The problem is, after I went back out into my territory all excited and ready to conquer the world, when I basically reverted to using the same approach, I got the same results. Thus, my newfound levels of enthusiasm tended to dissipate very quickly.”    - T. Freese

2011 QBS Methodology Winter Summit: January 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

We’re happy to announce our upcoming QBS Summit! If you would like to renew your focus on increasing your own sales effectiveness, or give your entire sales team an unfair advantage over the competition, join us on January 6 - 7 for the 2011 Kick Off QBS Methodology Summit.

The boot-camp style event, featuring QBS Research founder Tom Freese in Atlanta and will be held on Thursday, January 6th and Friday, January 7th.

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.

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.

2010 QBS Methodology Winter Summit: Jan 7-8

“Given the extraordinary shifts in the overall business marketplace, sellers must do everything possible to make themselves invaluable to their customers, colleagues, and company.”         -T. Freese

If you would like to kick the NEW year off with a renewed focus on increasing sales effectiveness and giving yourself an unfair advantage over the competition, join us for the first ever Winter QBS Methodology Summit, to be held in dual locations on January 7 – 8, 2010.

Simultaneous events, featuring Alan Rohrer (QBS Certified Trainer) in Phoenix and Tom Freese in Atlanta, will be held on the first Thurs-Friday after the holiday break.

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

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 with you.

“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 REGISTRATION AND SUMMIT DETAILS.

Time to Make Selling FUN Again!

“Freese’s simple, logical approach to selling—based on being of service to the prospect—is likely to help any sales professional recognize the most effective path from that first knock on the prospect’s door to that all-important signature on the contract.” From Robert A. Markowitz’s review, New York Journal of Books (Read Entire Review)

Most of the sales training that has been available for the last 20+ years is process training. Perhaps you’re familiar with programs like Solution Selling™, Target Account Selling™, SPIN Selling®, Power Base Selling, or Strategic Selling®, a few of the more popular options.

Formalizing your company’s internal sales process was intended to provide benefits like defining the steps of the sale, having a common language, and forecast consistency. But, just defining the steps of a sales process doesn’t address the competitive pressures that sellers now face on a daily basis.

Honestly, you don’t need to hire me to tell your salespeople that Step #1 in the sales process is to Identify New Opportunities, Step #2 is to Uncover Needs, Step #3 is to Qualify, Step #4 is to Propose Solutions, and so on.

What do you suppose the first step in your competitor’s sales process is? Couldn’t we assume it probably has something to do with “identifying new opportunities”? From there, they’re trying to “uncover needs,” “qualify,” and “propose solutions,” just like you. Identifying the steps of the sales process is nice, but just having a process in place no longer gives companies a competitive advantage.

“Frankly, there is a problem in the world of sales training where it has become VERY unclear (to clients) as to the most cost effective program given all the generic and conflicting information that’s floating around the industry.”   -T. Freese

Traditional process training addresses the question, “What types of things should a salesperson be doing?” Meanwhile, the real challenge sellers face on a daily basis has more to do with figuring out “HOW” to do those things more effectively?

Like, How to penetrate more opportunities?  How to get mindshare with key decision makers or influencers in target accounts?  How to cause skeptical customers to ‘want to’ share information with someone they don’t yet know or trust?  How to get a significant advantage over the competition, even if the solution products and services are comparable on paper?  How to create a sense of urgency, so decision makers feel motivated to move forward sooner rather than later?  How to close more deals with less effort?

Truth be told, the effectiveness of the individual is more important than the products they sell or the company they represent. All you have to do is glance around your industry and you will quickly notice that some salespeople are more effective than others, selling the same types of products to the same target audience.

Especially in this new economy, it’s exciting (and even FUN) to discover that a few small adjustments in strategy can produce a significant upside in results.

We’re here when you’re ready!  Let me know how we can help.