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Why Tom vs. a Motivational Speaker

Posted on November 12, 2016 Written by admin 3 Comments

Check out this video excerpt where Tom speaks about the difference between motivational speakers, and actually teaching salespeople “how” to be more effective.

“Zig Ziglar was by far the best motivational speaker I have ever heard. But as with other motivation speakers, after I ventured back out into my territory ready to conquer the world, it was easy to revert back to whatever I was doing previously, in which case, I got the same lousy results. Thus, whatever levels of newfound enthusiasm one might get from listening to ‘motivational’ speakers tend to be short-lived.” – T. Freese

Sales organizations used to attempt to motivate salespeople as a way to increase productivity. Today, the opposite is true. If you invest the time to actually teach salespeople “how” to be more effective, they will be much more motivated to repeat their successes. I don’t about you, but to me, there’s nothing more motivating that having an ‘unfair’ advantage throughout the sales process.

Question Based Selling vs. Traditional Methods

Posted on October 21, 2016 Written by admin 3 Comments

This QBS LIVE clip features Tom explaining the differences between Question Based Selling and traditional sales training, including some of the more well known programs like Solution Selling, Strategic Selling, Power Based Selling, SPIN Selling, and Target Account Selling.

Having an internal sales process in place is fine. But just having a sales process no longer affords sales teams any advantage. All your competitors have a sales process in place also, and their process is more than likely very similar to yours. – T. Freese

If you look around any sales organization you will quickly notices that some salespeople are significantly more effective than others, using the exact same process. This enables us to conclude that just following the steps of the sales process isn’t want defines success in sales. Rather, it’s HOW you execute each of the phases of the sales process that will ultimately determine whether you are chosen as the selected vendor, or you are consistently coming in second place.

QBS LIVE: The Value of Selling Intangibles

Posted on September 12, 2016 Written by admin Leave a Comment

Have you ever noticed that you can’t actually touch a significant portion of your company’s value proposition? it’s true. Things like innovation, ease of use, and cost effectiveness, not to mention your own credibility, experience, preparedness, integrity, and thought leadership are important factors that can affect a customer’s buying decisions.

These qualities are highly intangible, however. You can’t just open your sales bag and hand the customer some credibility. Instead, the intangibles that comprise your value proposition must somehow be conveyed to potential customers in a way that is more compelling than your competition.

In the Live Q & A session, Tom answers questions on the goal of your phone call, the best way to recover from a previous sales call that didn’t go well, and how to feel more confident when you start a new sales job in an unknown industry.

QBS LIVE: Painting Pictures With Your Words

Posted on August 7, 2016 Written by admin Leave a Comment

People (customers) think in pictures, not just words. Sellers, therefore, must somehow convey enough value to justify a favorable purchase decision. Whether you are in a three minute initial sales call or a thirty minute detailed presentation, a salesperson’s ability to Paint Pictures with Your Words is often the difference between consummating a sales transaction and commoditizing your company’s value proposition.

In the Live Q & A session, Tom answers questions on how to tell a more impactful story about your respective products and services, how to become a more polished presenter (and how not to forget key points) and how to increase the chance to secure a meeting after your first “cold” call.