As the world shrinks and the global economy continues to expand, Question Based Selling has become increasingly more important for those sales organizations who want to maintain a leadership position in their respective markets.
Sure, there are cultural differences when selling in Asia, Europe, and South America. For that matter, there are plenty of disparities between doing business in New York City and selling in California.
Fortunately for sales leaders around the globe, there are many more similarities than differences when it comes to boosting sales effectiveness and empowering a sales team.
For example, in what market segments is it important to differentiate yourself from the competition? How important is it to establish credibility, pique the customer’s interest, and expand the customer’s needs to increase their sense of urgency for making a decision? How important is it to convey greater value in order to justify the cost of your offerings and protect profit margins? These skills are vital to sales success in every industry, and in every corner of the world.
Differentiation is no longer just about putting a sales process in place. Everyone else in your competitive circles already has a sales process, and it’s more than likely that their process is virtually identical to yours.
Sales effectiveness these days comes down to execution, plain and simple. Look at any sales organization and you’ll quickly discover that some salespeople are more effective than others, even when they’re offering the same products and services to the same types of customers.
In that way, sales is very similar to sports. Anyone can visit their nearest golf pro shop and purchase the same golf balls, clubs, and shoes as the pros, but that doesn’t mean you will have the skills or abilities needed to execute like the guys we see on TV every weekend playing the finest golf courses in the world.
Identifying the steps of the sales process is fine. But, teaching salespeople and sales organizations “how” to execute more effectively, in order to increase their return on invested sales effort (R.O.I.S.E.), is the field on which the game of selling is now being played.
That’s where QBS comes in—we solve the problem that traditional sales approaches have created over the last 30+ years. In fact, having now delivered QBS Methodology Training courses throughout the US, and on five continents all over the world, I can tell you with confidence the secret is out.
Tell the world!