**New** QBS Reference Guide: Your Playbook for Implementing the QBS Methodology

This 48 page reference guide was created as a “playbook” for QBS users to more quickly ramp up their selling efforts and implementation of the QBS methodology.

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.

Question Based Selling vs. Traditional Sales Approaches

This QBS LIVE clip features Tom explaining the differences between Question Based Selling and traditional sales training, including some of the more well known programs like Solution Selling, Strategic Selling, Power Based Selling, SPIN Selling, and Target Account Selling.

Having a defined internal sales process is fine. But just having a process in place no longer gives you a competitive edge. I bet your competitors have a sales process in place too, and it’s probably strikingly similar to yours. 

“If you look around any sales organization you will quickly notices that some salespeople are significantly more effective than others, using the exact same process. This enables us to conclude that just following the steps of the sales process isn’t want defines success in sales. Rather, it’s HOW you execute each of the phases of the sales process that will ultimately determine whether you are chosen as the selected vendor, or you are consistently coming in second place.”   - T. Freese

2011 QBS Methodology Spring Summit: May 5-6

“There has never been a better time for sellers to do everything possible to make themselves invaluable to their customers, colleagues, and their company.”         -T. Freese

We’re happy to announce our next 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 May 5 - 6 for the 2011 QBS Methodology Spring Summit.

The boot-camp style event, featuring QBS Research founder Tom Freese in Atlanta and will be held on Thursday, May 5th and Friday, May 6th.

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.

QBS Live Mondays: Selling Intangibles

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QBS Live Mondays: Painting Pictures With Your Words

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QBS Live Mondays: How to Double the Reasons People Buy From You

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QBS Live Mondays: Tom’s New Favorite Sales Movie

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FREE - “Live” QBS Coaching

Starting June 1st, QBS LIVE MONDAYS is a twice-monthly sales coaching program hosted by five-time author, speaker and trainer Tom Freese.

Implementation is the key to reaching your full potential with Question Based Selling, and ongoing coaching is the key for any successful implementation.

Day: First and Third Monday of each month
Time: 10:30AM Eastern / 7:30AM Pacific
Location: QBS LIVE MONDAYS Login
Cost: It’s Free!

Delivered as a live streaming video production, please join in as each edition of the show is recorded on the first and third Monday, before a live online audience featuring the latest Question Based Selling tips and sales techniques along with a live Q & A session with Tom.

Why Sales 101 No Longer Works

To me, it’s ironic that the world of strategic sales training has stayed pretty much the same over the last fifteen years, but for most companies, the selling environment has changed dramatically. Consequently, salespeople are having to work harder to penetrate new accounts, while prospective customers are working even harder to keep salespeople at bay.

Don’t blame the customer. In the past decade, downsizing and acquisitions have burdened corporate decision-makers with greater responsibility, oftentimes without the benefit of additional resources. Meanwhile, workloads continue to increase, competitors are getting hungrier, and the overall pace of business has quickened. Even if they wanted to, customers simply cannot afford to spend time with every salesperson that comes calling.

Read more