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Strategic Sales Methodology and Training

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The Most Powerful Tool in Sales

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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!

Tom Freese’s New Book is Here (270 pages)!

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CursorFree Download: CLICK HERE to download a full PDF of SalesForce 2020. Find out why sales leaders are calling this book the next generation of sales enablement!

Have you noticed that the selling 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 new book.


$14.00
(Click to Save 50%)

(Paperback)
$19.95

SalesForce 2020 is the only book of its kind. It is a book about the future of selling. While hindsight may indeed be 20/20, it has become increasingly 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.

Might it be time for an upgrade?

There’s a reason why top performing salespeople continue to 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. Your competitors have a sales process in place, too, and theirs is very similar (if not identical) to yours.

Sellers today are hungry for strategies and techniques that can give them an ‘unfair’ advantage in their respective markets, rather than revert back to much of the outdated logic that has plagued traditional sales approaches for the last 40 years.

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 re-engineer their sales approach to create a differentiable advantage moving forward.


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 Freese, as he provides clarity for how to execute more effectively, with clear and concise examples of real-life situations that bring key points home. Definitely a break-through in how to sell today!

—Richard Brock, CEO
SalesTalk Technologies

Join the New Generation of Sales Enablement.

Gold Star CLICK to download a full PDF version of Tom Freese’s 6th book. See for yourself how to catapult your team to the next generation of sales enablement.

SellingPower: Sales Makeovers

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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

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]

Did you see my Centerfold in “Go?”

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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!