Salespeople today are hungry for innovative techniques and proven strategies that will give them a differentiable advantage in their respective markets. Our mission was to “bottle” QBS into a cohesive sales methodology that is repeatable, systematic, and teachable, and will increase sales effectiveness across entire organizations.
QBS Methodology courses are delivered in two and three-day programs designed to give QBS client sales teams an ‘unfair’ competitive advantage in their respective markets. QBS Research, Inc. can also deliver an abridged version of the training in customized One-Day Seminars and Speaking Engagements, which are perfect for annual kickoff events and mid-year sales meetings.
Clients who wish to make Question Based Selling a foundational part of their go-to-market strategy can license QBS® content and copyrighted intellectual property at a fraction of the cost to train the broader organization with outside consultants.
QBS Licenses typically have a three-year term, and licensing fees are determined by a tiered pricing schedule based on the size of the organization and scope of use.
Note that QBS® content, courseware, and training materials represent copyrighted intellectual property, and all rights are reserved.
QBS® continues to be the best-kept secret in sales effectiveness training.
“Why?” one might ask. Until now, companies have focused most of their sales enablement efforts on managing the steps of the sales process and implementing Customer Relationship Management systems to track sales activity. Meanwhile, individual salespeople have been left to their own devices to figure out how to penetrate new opportunities, navigate obstacles that pop up during the sales cycle, and ultimately, deliver results.
The QBS Methodology focuses on execution and effectiveness—essentially, “how” to engage more prospects (and customers) in more productive conversations throughout the sales process. By teaching sales teams how to gain an ‘unfair’ competitive advantage, tracking an over-abundance of qualified sales activity suddenly becomes a very nice problem to have.
QBS Research, Inc. does not promote our training programs to, or reach out to, a client’s competitors to solicit business, as there have been more than enough opportunities to fill the QBS training calendar over the past 20+ years. We do sometimes end up delivering training for rivals within the same industry, but it has always been our practice to NEVER share information between clients.
Clients who implement Question Based Selling as an integral part of their strategy to dominate their industry or certain geographies do have the opportunity to thwart the competition by executing an exclusivity contract, which acts like a non-compete. For a nominal fee, QBS agrees to decline requests for training from a pre-specified list of the client’s top competitors.
QBS Exclusivity Contracts typically run for a three-year term, and the cost is insignificant compared to the advantage clients have over competitors who must continue to rely on traditional approaches using old-school sales tactics. Contact us for details regarding exclusivity agreements.
What makes you different?
Potential buyers are skeptical, now more than ever. With dozens of other vendors calling your same list of target accounts, decision-makers are no longer willing to entertain every salesperson who comes calling. Add the fact that it’s difficult to sell to prospects who are holding you at arm’s length, and the field on which the game of selling is now being played has changed dramatically.
Meanwhile, selling continues to be the least taught profession in the world, even though revenue drives every successful business enterprise. While formalizing an internal sales process delivers organizational benefits, just defining the steps of the process no longer provides individual sellers (or sales teams) with a competitive advantage. Everyone else has a sales process in place, too, and it’s likely that their approach is very similar to yours.
So, what makes you different?
“Culturalizing” the QBS Methodology is a very effective strategy for developing the in-house expertise necessary to support and sustain the adoption of Question Based Selling across multiple sales teams, or throughout the organization. This transfer of knowledge is generally facilitated via a “Train-the Trainers” model, accompanied by a signed QBS License Agreement.
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QBS® is a registered trademark of QBS Research, Inc.