QBS methodology training is very different than traditional selling courses. That’s good because salespeople and managers (both) are tired of the same old training. Instead, they want something new—something that is refreshing, proven, and something that will give them a differentiable advantage in their respective markets.

Question Based Selling (QBS) is a proven and highly leveraged sales methodology that teaches salespeople and sales teams how to step outside the box of traditional thinking in order to more effectively differentiate their products, their company, and themselves, in a highly competitive marketplace.

The QBS Methodology is taught in our highly interactive, two and three-day training programs that are designed to give salespeople a significant edge over their competition. An abridged one-day version of this QBS training is also available for sales meetings, mid-year kickoff events, or vendor-sponsored partner seminars, which can be scheduled upon request.

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Two-Day QBS Course Overview

Here’s a question:

Why do companies all over the world spend millions of dollars telling salespeople what to say, but they spend almost nothing teaching them what to ask?

Question Based Selling (QBS) is a unique and exciting new sales methodology that takes a common sense approach, based on the theory that what a salesperson asks and how they ask, is more important than what they will ever say. Whose job is it to uncover needs? The salesperson's, of course but just because a salesperson wants to ask questions, doesn't necessarily mean prospects and customers will want to respond. Likewise, just because we have a great story to tell, doesn't mean prospects and customers will want to hear it. Now, the question is, what makes prospects and customers "want to" engage?

Course Objectives

The QBS methodology teaches salespeople how to engage more prospects in more productive sales conversation, in order to accomplish the following:

• Make lead generation a self-fulfilling prophecy.
• Increase your "hit rate" when calling new prospects.
• Use strategic questions to uncover more needs.
• Identify decision-makers and key influencers.
• Establish more credibility earlier in the sale.
• Eliminate the causes of buyer resistance.
• Motivate many different types of buyers.
• Expand the scope of existing opportunities.
• Escalate the prospect’s sense of urgency.
• Deliver more punch in your presentations
• Prevent objections in addition to handling them.
• Qualify and accurately forecast sales opportunities.
• Close more sales...faster.

In addition to teaching the methodology, Question Based Selling programs emphasize implementation by giving participants an opportunity to experience the techniques and skills they learn using a series of exercises and interactive workshops. This hands-on approach reinforces the QBS methodology in order to make an immediate and positive impression on the salesperson, the sales team, and the total organization.

Who Should Attend QBS Methodology Training?

Question Based Selling was designed for the entire sales team. In addition to teaching salespeople how to differentiate themselves and their products, QBS also enhances the effectiveness of sales support professionals, sales engineers, marketing personnel, and sales management. After all, the key to success in today’s selling environment is making sure that people who are on the same team, are also on the same page.

The QBS methodology is also valuable for developing stronger distribution channels. In many regions, VARs and channel partners are being deluged with product information—lots of vendors offering a myriad of different seminars and events that focus on the products they sell. But who is teaching these partners how to sell, how to penetrate new accounts, or how to be more effective salespeople? Oftentimes, the answer is no one.

That's why one of the options for QBS training in the field is to invite your VAR partners and integrate the training, making them part of your sales team.

Prerequisites

None required.

Customized Curriculum

Each Question Based Selling course is specifically customized for the intended audience. QBS methodology training is delivered in an interactive, lecture-based format. Specific "what if" scenarios are welcomed and the relevance of examples used during the training will be proportionate to the volume of material provided by the client in advance, the length of the course, and the amount of audience participation.

Facilities Set-up Requirements

For each QBS event, client agrees to secure the following:

• Presentation Room (Set up classroom style)
• Refreshments/Lunch for Attendees
• In Focus Projector (for PowerPoint presentation)
• Wireless Remote Lapel Microphone (even for smaller venues)
• Extra Battery for Wireless Remote
• Two Flip Charts with Color Markers
• Tall Drafting Chair or Bar Stool

Unless otherwise specified, all of the items listed must be provided and be in good working order, for the QBS event to commence. QBS speakers will bring their own laptop computer and provide all appropriate training handouts.

Sample Course Agenda

Day One
8:00am	Continental Breakfast
8:30am	Introductions
8:45am	Kick-off Exercise: Leaving Voice Mail
	Part I: A Short Course on QBS Strategy
	»	Increasing Your Probability of Success
	»	Introducing the PAS Positioning Model
10:15am	Morning Break
10:30am	Gold Medals™ and German Shepherds™
	»	Mismatching: The Avoidable Risk
	»	The Herd Theory™
12:15pm	Lunch
1:15pm	Part II: The Most Powerful Tool in Sales
	»	Conversational Layering™
	»	Curiosity: Building a Sales Forum
3:00pm	Exercise: Popcorn Credibility
3:15pm	Afternoon Break
3:30pm	Diagnostic Questions for Instant Credibility
	»	Escalate Questions to Uncover More Needs
4:45pm	Wrap up

Day Two
8:00am	Continental Breakfast
8:30am	Qualifying: Getting More Accurate Responses
	»	Advanced QBS Questioning Techniques
	Exercise: Testing Your Ability to Ask Questions
10:00am	Morning Break
10:15am	Part III: Putting Methods into Practice
	»	The Three Phased QBS Sales Process™
	»	Turning “Cold Calls” into “Luke Warm” Calls
	»	Calling High vs. Calling Low
	»	Getting to the Right Person in Your Accounts
12:00pm	Lunch
1:00pm	Delivering More Powerful Sales Presentations
	»	Crafting an Interactive Ice-breaker
	»	Building a Mutual Agenda™
3:00pm	Afternoon Break
3:15pm	Closing More Sales… Faster
	»	The Five Prerequisites of Every Deal
	»	The Four Keys to Closing More Sales
4:30pm	Evaluations/Close