Trade Show Strategies

February 7, 2009 by QBS Research, Inc.  
Filed under free downloads

Trade shows and vendor fairs are basically marketing vehicles for business development. One could, therefore, assume that the most effective trade show strategy is the one that will produce the most traffic and generate the most leads.

Vendor booths at regional convention centers are filled with outstretched arms and Cheshire cat smiles, as sellers repeatedly tell their corporate stories to cautious passers by. If this sounds familiar, I might recommend a few small adjustments in strategy that will significantly increase the return you can expect on these investments.

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It’s NEVER A Good Time for Training

January 30, 2009 by QBS Research, Inc.  
Filed under articles, free downloads

More than any other time since the industrial revolution, companies and individuals in all industries are feverishly looking for ways to retain customers, boost top line revenue, and maintain overall profit margins. To survive and ultimately flourish in this new environment, we must reexamine the way we deal with customers; and frankly, some of the necessary adjustments are long overdue.

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Audio: Gold Medals & German Shepherds

January 15, 2009 by QBS Research, Inc.  
Filed under free downloads, public classes

“I go fishing up in Maine every summer,” Dale Carnegie wrote in the mid 1930s. “Personally, I am very fond of strawberries and cream, but I find that for some strange reason, fish prefer worms. So when I go fishing, I don’t think about what I want. I think about what they want. I don’t bait the hook with strawberries and cream. Rather, I dangle a worm, or a grasshopper, in front of the fish saying, ‘Wouldn’t you like to have that?’”

This story prompted me to ask, why not use the same common sense when fishing for customers?

Secret #29
If you want to motivate other people, it’s more important to think about what they want, rather than what you want.

To succeed in sales, we have to motivate potential buyers to “want to” take action. But we also have to recognize that different people are motivated differently. While some people are motivated to run fast toward Gold Medals, many others will run even faster from German Shepherds.

By position benefits in a way that motivates both, you can potentially double the perceived value of your product or service, which significantly increases your probability of success in making a sale.

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Audio: The Herd Theory

January 10, 2009 by QBS Research, Inc.  
Filed under free downloads

My first book created quite a stir when one of the chapters started off with this sentence: Traditional reference selling is highly overrated.

That statement shocked the establishment as virtually every sales training program created in the last 30 years talks about the importance of leveraging references in the sales process.

References are important—but so is differentiation; and it’s no longer an effective to use references just like everyone else. In Question Based Selling, our goal is to show sellers how to be different from everyone else. One way to accomplish this is to create a sense of momentum in your sales using The Herd Theory—which is a technique that ironically leverages “everyone else.”

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