What happens during the QBS Methodology course is important. Even more important is what happens afterward as sellers implement the concepts that were conveyed in the training. Truth be told, retention rates from training are not 100%, and even the concepts that are successfully communicated will dissipate naturally over time. That’s why QBS Research, Inc. offers an advanced curriculum to maximize our client’s return on their original QBS training investment.

Tom Freese’s new book, The New Era of Salesmanship, has also further strengthened, broadened, and expanded the QBS methodology.

The One-Day Advanced QBS Training offers students an opportunity to build on the strategic concepts that were introduced during the initial training. Building on the fundamentals that were taught in QBS Methodology Training, the Advanced QBS Course is highly customized and can be focused on either the front half of the sales process (account penetration and needs development), or the back half (objection handling and closing).

Advanced Training Scenarios

While the initial QBS Methodology Training course is lecture-based, Advanced QBS is more workgroup-based. We work from specific selling scenarios provided by the customer in advance, to facilitate an interactive environment where students can focus on the implementation and application of QBS strategies in the real world.

Prerequisites and Pre-work

Attendees of Advanced QBS Training are assumed to have already attended the Two-Day QBS Methodology Training course. If not, they will gain little from attending the Advanced QBS training.

The success of the Advanced QBS course is largely dependent on the quality of scenario specific information provided by the client to the instructor prior to the training. This pre-work includes documenting sample voice-mails from each member of the team, and asking participants to compile specific “real life” selling scenarios that we can study during the day.

More specific instructions for pre-work will be provided by instructor.

Advanced QBS One-Day Course (Sample Objectives)

Advanced QBS Training teaches salespeople how to engage more prospects in more productive sales conversation. A conference call with management or appropriate members of the sales team is recommended to build a more customized set of objectives for the course. Here are some sample objectives:

• Identify and build strategy for handling most frequent objections.
• Develop strategies for knowing exactly where you stand in the sale.
• Broaden the need to increase the prospect’s sense of urgency.
• Design escalation strategies to get more leverage from management.
• Learn how to speed up the sale.
• Motivate different types of buyers.
• Develop a regimen of objection prevention strategies.
• More accurately qualify forecast sales opportunities.
• Learn how to close more sales...faster.

Who Should Attend Advanced QBS Methodology Training?

Salespeople, sales support professionals, sales engineers, marketing personnel, and managers who have already attended the prerequisite QBS Methodology Training, and want to take their skills and application of Question Based Selling to the next level.

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.

Course Agenda

Advanced QBS Methodology Training

One-Day
8:00am	Continental Breakfast
8:30am	QBS Conceptual Review/Update
	»	Conversational Layering
	»	PAS Positioning Strategies
	»	Proactive vs. Reactive
10:00am	Morning Break
10:15am	Workgroup Breakouts
	»	Review Customized Scenarios
	»	Create Repository of Business Issues
	»	Identify Specific Implications
12:00pm	Lunch
1:00pm	Leveraging Strategic Questions
	»	Diagnostic Questions (for Credibility)
	»	Escalation Strategies for Needs Development
	»	Advanced Questioning Techniques
3:00pm	Afternoon Break
3:15pm	Workgroup Breakouts (continued)
	»	Curiosity Strategies (voice-mail)
	»	The Herd Theory
5:00pm	Complete Exercises/Evaluations

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Train the Trainer

Salespeople who successfully implement Question Based Selling can also become valuable mentors for coaching others internally. In fact, your roll-out of the QBS methodology can be significantly enhanced by developing in-house expertise. We can help you accomplish this through a Train-the-Trainer curriculum.