Salespeople have always been encouraged to ask questions…to uncover needs, qualify opportunities, accurately forecast pending deals, and identify potential next steps. But, just wanting to ask a bunch of questions doesn’t mean potential buyers will “want to” share information with a sales person they don’t yet know or trust.
Fortunately, strategic questions are much more than conversational staples for gathering information. Asking the right questions at the right time is one of the best ways to pique the customer’s interest, establish credibility, engage key decision makers in target accounts, differentiate yourself from the rest of the ‘noise’ in the marketplace, and increase the customer’s sense of urgency for making a decision.
Secrets of Question Based Selling (Freese’s first book), represents the core of the QBS Methodology. With each successive book, QBS has evolved into a cohesive set of strategies, techniques, and specific conversational tools that far exceed the conventional desire to simply gather information.
It Only Takes 1% to Have a Competitive Edge in Sales contains 100 chapters, each designed to give sellers a 1% advantage over the competition. After all, top performers aren’t 100% better in any one area, rather they’re 1% better in hundreds of areas.
The New Era of Salesmanship enhanced Question Based Selling by diving into the challenge of how to continue to sell effectively given the ever-increasing levels of customer skepticism in the marketplace. With the constant barrage of sales calls and solicitations, we have entered an era where sellers have to be much more savvy and strategic than in years past to convey compelling messages, or even get mindshare from key decision makers in important target accounts.
Sell Yourself First further expands the QBS methodology as direct commentary on the fact that how a salesperson is perceived by their target customers is more important that the company they represent or the products being offered.
SalesForce 2020 has once again taken Question Based Selling to a new level. While hindsight may be 20/20, it is becoming more and more clear that many of the old-school sales tactics that have been touted for decades no longer make sense as we rapidly approach the year 2020.
At the end of the day, salespeople and sales organizations have a decision to make. They can either continue to try and resuscitate traditional sales approaches, or adjust their approach in a way that will enable them to be perceived by customers as a truly valuable resource, as opposed to just another sales caller.
Contact Us to find out more about how Question Based Selling can be customized for the intended audience, cost options, and the overall impact QBS will have on your go-to-market strategy.