To order copies now at the low introductory price of $5.95, (basically our cost of publishing), click here.
While the information contained in this implementation guide covers a broad spectrum of the QBS methodology, it was not intended to replace the volumes of information contained in the QBS books. This document was simply created as a reference guide to the key concepts that will affect each and every one of your sales calls to new prospects or existing customers. In addition to the material and examples we have provided in this text, equally important are the exercises where your participation will serve as real-life conversational examples, which in turn, will provide content and context when planning future or managing current sales opportunities.
Remember, it has never been more important to be perceived as valuable to your customers, your company, your colleagues, and yourself than it is today. You can do it, and we’re here to help. Please contact us at info@QBSresearch.com with any questions or feedback.
Congratulations on your pilgrimage into Question Based Selling and we wish you all the success in the world.
Scroll through pages and pages of QBS techniques and coaching tips that will increase your probability of success and further your implementation of Question Based Selling!
Tip topics range from needs development strategies, to how to kick off more interactive product presentations, to Coaching the Softer Skills, to leveraging curiosity to leave more effective voce-mail messages.
Click QBS Implementation Tips to get started. No cost or subscription required.
Most sales opportunities begin when you successfully navigate to the “right person” within an account, pique their interest, and then schedule a time to meet.
But, clients are now being inundated with vendor salespeople all trying to schedule “a meeting” with key decision makers. The fact that sales calls are often wastes of time causes customers to be les eager to meet with the next caller.
To avoid being lumped into the parade of sales callers, Instead of asking for a standard meeting, ask to get in front of a whiteboard. Here’s how it sounds:
Salesperson: “Mr. Customer, given that you are looking to improve productivity, secure your infrastructure, and roll out two new applications by the end of the year, would it makes sense to set up a time when all the key people who need to be involved in the decision can get together in front of a white board, roll up our sleeves and have a more in-depth conversation about what you are trying to accomplish and how would be able to provide value?”
Everybody in sales asks for meetings, and true to form, these vendor meetings often end up wasting the customer’s time. Instead, next time, when you ask someone if it makes sense to sit down and roll up our sleeves” on a project, the message being commutated is that important topics will be discussed and real work will get done. Sounding purposeful is much different than cold calling and simply asking for appointments.
Sept 7, 2009, 11:30amEDT, please join us LIVE where five-time bestselling author Thomas A. Freese will show you how to Paint Pictures with Your Words.
Monday’s Topic: Paint Pictures with Your Words
It’s true that people think in visual pictures, not just words. This simple fact disctates that sellers must get buyers to visualize their value proposition in order for customers to feel comfortable enough to move forward with a purchase.
Date: Monday, September 7, 2009
Time: 11:30am Eastern / 8:30am Pacific
Location: QBS LIVE MONDAYS Login
Cost: It’s Free!
Since the feedback from previous QBS Summit conferences has been “off the charts” positive, I am pleased to announce that the next QBS Training opportunity will be held on October 1 – 2, 2009, and it’s open to everyone.
On that Thurs-Friday tucked right in the beginning of the new sales month/quarter, we will host simultaneous events on the East and West coasts, with Jim Russell (Certified QBS Trainer) hosting the event in Seattle and Tom Freese hosting the one in Atlanta.
The timing on this event couldn’t be better with the release of Tom’s new book, Selling Yourself in Today’s Competitive Marketplace, especially now that most businesses are focused on finding ways to increase revenue. QBS Summit conferences are highly interactive, with participants from a variety of different industries including financial, healthcare, consulting, insurance, real estate, manufacturing, technology, advertising, hospitality, and retail. With the backdrop of the recent economic environment, it should lead to some lively discussion and learning.
With limited seating, I recommend that you reserve your seats early since we are expecting a full house. So, bring your thinking cap and get ready to buckle up, given the dramatic changes we are seeing in sales strategy and the overall marketplace, it’s now up to the individual to empower themselves with an enhanced set of skills that will create new opportunities to succeed.