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SellingPower: Sales Makeovers

Posted on January 2, 2019 Written by admin Leave a Comment

Heather Baldwin, Editor of Selling Power Magazine, heard about the success our clients were having with Question Based Selling. So, she called me and asked, “Do you have any real life examples?”

That was easy enough. Since I had already trained several sales teams within IBM, I called Jim Hardee, Vice President Teleweb Sales, and asked if anyone wanted to participate in a laboratory experiment to ‘field test’ the QBS Methodology. We got tons of volunteers and the article about what happened with one person in particular.

“The results have been remarkable. Freese’s guidance has given him more confidence, made him more relaxed, and he sounds more natural. Now, Scott gets to the heart of the customer’s issues every time.” –Jim Hardee, IBM, Vice President Sales

In the article, Scott Fletcher attests that his conversations with customers have definitely become more meaningful. “Without a doubt,” he says, “This process makes customers ‘want to’ engage with you instead of pushing you away. Once you can get customers to open up, it makes the sales process a whole lot easier and the QBS approach does just that.”

[Read Entire PDF Article]

Tom Freese’s Latest Book is a Game Changer!

Posted on December 12, 2018 Written by admin Leave a Comment

WARNING: Salespeople and sales managers will love this book, but
old school sales trainers are going to hate me for having written it.

Have you noticed that the overall business environment has changed dramatically over the years, yet the world of sales training has remained surprisingly stagnant? That’s about to change in a BIG way with the release of Tom Freese’s latest and most comprehensive addition to the QBS books series.

$14.00
(Click to Save 50%)

SalesForce 2020 is the only book of its kind. It’s a book about the future. While hindsight may be 20/20, it has become increasingly clear that many of the older school selling tactics that have been accepted and touted for decades no longer make sense as we rapidly approach the year 2020.

This raises two important questions that sellers in every industry must consider:

1.) “Do you want to continue struggle with what “used to work” in days gone by, or would you rather focus on what’s going to give you the greatest selling advantages moving forward?”

2.) Might it be time for an overhaul, or to at least upgrade your current approach?”

There’s a reason why top performing salespeople excel, while those who are struggling continue to struggle…even though they are all following the same basic sales process. It’s because just identifying the steps of the sales process is no longer a differentiator. All of your competitors have a sales process in place too, and theirs is probably very similar (if not identical) to yours.

Today, salespeople and managers are hungry for specific sales strategies and selling techniques that will give them an ‘unfair’ advantage in their respective markets, rather than reverting back to the outdated logic that has plagued traditional sales approaches for the last 30+ years.

SalesForce 2020 is a must read for anyone engaged in today’s rapidly changing sales environment. The book flows like you’re having a one-on-one conversation with Tom. Definitely a break-through in how to execute more effectively moving forward!

—Richard Brock, CEO
SalesTalk Technologies

Is this book an indictment of old school sales methods? In a word—Yes. It’s also a road map to show sellers how to gain a proven and differentiable advantage moving forward. Enjoy!

Come Join the Next Generation of Sales Enablement.

The Most Powerful Tool in Sales

Posted on May 18, 2016 Written by admin 1 Comment

Have you noticed that companies spend millions of dollars telling salespeople what to say, but they spend almost nothing teaching them what to ask? While the typical sales process has been defined many times over, organizations assume salespeople already know how to ask the right questions (at the right time), in order to engage potential buyers in a mutually beneficial business relationship.

In my first book, Secrets of Question Based Selling, I refer to strategic questions as: The Most Powerful Tools in Sales. That’s because in addition to gathering information, asked strategically, questions become one of your best opportunities to:

Leveraging Curiosity to Pique the Customer’s Interest
Transforming Lead Generation a Self-Fulfilling Prophecy
Establishing More Credibility Sooner
Expanding the Customer’s Requirements
Increase the Decision Maker’s Sense of Urgency
Qualifying Forecasted Deals
Creating Competitive Separation
Setting Expectations Prior to Negotiation
Securing Commitments to Move Forward
Protecting Your Company’s Profit Margins
Ultimately, Repeating Your Successes to Win More Business

…which is much more than just probing to uncover customer’s needs.

The evolution of the QBS Methodology represents the culmination of a career-long journey—one that has helped me realize that questions are more than just staples of everyday conversation. Perhaps this marks the beginning of a new journey for you as well; not only as a motivated reader, but as a student of Question Based Selling. Congratulations on taking the first step. I wish you the best!

Did you see my Centerfold in “Go?”

Posted on June 28, 2012 Written by admin Leave a Comment

You know those wonderful in-flight magazines that keep passengers occupied and entertained while stranded on the tarmac? Well, I trained the sales team for Ink Publishing earlier this year in London. They are the company that produces most of the leading in-flight magazines. As a result of their sales training, Ink Publishing has featured me and Question Based Selling in an article called "Selling Points", to appear in Go Magazine, which will be in the seatback pocket of every Air Tran Airways flight starting January 1st.

Not scheduled for an Air Tran Airways flight any time soon? You can simply download the article right here. Hope you enjoy!