Check out this video excerpt where Tom speaks about the difference between motivational speakers, and instead, actually teaching salespeople how to be exponentially more effective.
Sales organizations used to try and motivate salespeople as a way to increase productivity. Today, the opposite is true. If you take the time to show salespeople how to be exponentially more effective, they will absolutely be motivated to repeat their successes. I don’t about you, but to me, there’s nothing more fun or rewarding that having an ‘unfair’ advantage throughout the sales process.
“Zig Ziglar is still the king of the podium, although sadly, he passed away just recently. I can say, however, he was by far the best motivational speaker I have ever heard. But as with other motivation speakers, my problem was, after I went back out into my territory all excited and ready to conquer the world, when I naturally reverted back to using the same old approach, I got the same lousy results. Thus, my newfound levels of enthusiasm tended to dissipate very quickly.” - T. Freese
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 a defined internal sales process is fine. But just having a process in place no longer gives you a competitive edge. I bet your competitors have a sales process in place too, and it’s probably strikingly similar to yours.
“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.” - T. Freese
Run Time: 32:49
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.
Run Time: 35:04
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.
Run Time: 27:22
The Question Based Selling methodology has long talked about the value of positioning your product or service in a manner that doubles the number of reasons a particular customer or prospect might choose to buy from you. This is done using a technique known as Gold Medals and German Shepherds. In today’s QBS LIVE MONDAYS, Tom reveals the reason behind this technique and how to start implementing it yourself.
In the Live Q & A session, Tom answers questions on how to motivate a customer to commit by a particular timeframe, how to increase the sense of urgency in an account, and whether it makes sense to alter your style to match that of the customer.
Run Time: 35:32
While the name “Question Based Selling” seems to say it all about the sales methodology taught by Tom and QBS Research, there is much more to it than just asking questions. In today’s episode of QBS LIVE MONDAYS, Tom addresses this perception and goes on to teach the viewer how to, with one simple technique. . .
- kick off a sales conversation in a non-threatening manner,
- gather customer information to position yourself as a valuable resource,
- establish your own credibility, and
- earn the right to engage and go into more depth with your customer or prospect
During the live Q & A session, Tom fields questions on transitioning from a diagnostic phase to a more in-depth phase of the sales process, how not to feel like you’re pressuring a customer by asking questions, whether open questions are “garbage”, and the importance of research (you’ll be surprised with his answer to that last question).
Run Time: 36:05
As outlined in chapter two of Tom’s new book, The Complete Guide to Selling Yourself in Today’s Marketplace, we learn why every sales call is like a job interview and vice versa. Moreover, you’ll learn why the traditional approach to selling is upside down and exactly how to measurably differentiate yourself from your competitors through a process based on three letters: P-A-S.
In the live Q & A session, Tom answers sales questions about asking a hiring manager what type person s/he is looking for, how long it take to implement P-A-S, why, if the traditional approach to selling is upside down, it still sometimes works, and Tom does some role playing for a listener in advertising.
Run Time: 22:30
What is the biggest challenge facing salespeople today? For that matter, what’s the biggest challenge customers now face? Tom addresses both of these questions, and he also reveals his new favorite “sales movie” in order to enhance your strategy for establishing credibility with potential customers, and ultimately earn their trust.
During the live Q & A session, Tom answers sales questions about “pulling back the curtain” and explains whether a salesperson’s number one focus with the customer should be to build trust.