Please note that all QBS events are booked on a first-come, first-served basis. In preparation for a QBS training or speaking event, the client agrees to secure and provide the following:
- Presentation Room (Classroom Style)
- In Focus Projector (for PowerPoint)
- Wireless Remote w/ Lapel Microphone
- Extra Battery for Wireless Remote
- Refreshments/Catering Services
- 8.5″ x 11″ Note Pads for Attendees
- (2) Flip Charts with Fresh Multi-Color Markers
- Drafting Chair or Teaching Stool with Back Support
Unless otherwise specified, all of the items listed must be provided and in good working order before the event. QBS presenters provide all appropriate training handouts and work from their own laptop computers.
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Customization of Content
Every QBS training is customized for the intended audience. Specific “what if” scenarios are encouraged and the relevance of the examples used during the training will be proportionate to the quality and quantity of the pre-work provided by the client in advance.
Some clients have already read one of Tom Freese’s books or listened to the QBS audio series. No pre-work is required prior to the training, however. In fact, it can be beneficial to start with a blank canvas. Knowing most people read books one time, we recommend (when asked) that QBS books be distributed at the conclusion of the event to be used as reference material to support and reinforce the ongoing implementation of the material presented.
Who Should Attend?
Getting everyone on the same page is the key to having consistent results…
Question Based Selling was created with a broader view of revenue generation. Every successful business knows that differentiating your company and proposed solutions is a team sport. Thus, positioning skills are just as valuable for everyone who touches the sales process, including lead generators, pre-sales support, engineers, marketing, and executive management—in addition to salespeople.
A QBS methodology course is also a valuable tool for developing strong distribution channels. Your VAR and distribution channels are being deluged with product information. But, what they’re really hungry for are innovative techniques and strategies that will empower them to more effectively position your product offerings. In fact, not teaching your partners how to be more effective leaves the door wide open for competitors to step in and assume the thought-leadership role.
QBS clients often invite their partners to attend their QBS training, which is a very effective way to foster brand loyalty and ramp up your extended sales force.
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