• About QBS
    • About the Author
    • Client List (Partial)
    • Testimonials
    • Contact Us
  • Training Programs
    • 2019 Spring QBS Boot Camp (May 9-10, 2019)
    • QBS Methodology Training
    • QBS Sales Training “Blitz”
    • Advanced QBS/Coaching
  • Sales Enablement
    • Sales Meetings/Events
    • Logistics & Planning
    • Sample Agenda
    • Competitive Positioning
  • QBS Products
    • Book #1: Secrets of QBS
      • Preface
      • Table of Contents
    • Book #2: It Only Takes 1%
      • Table of Contents
    • Book #3: New Era of Sales
      • Table of Contents
    • Book #4: The Q-Based Parent
      • Table of Contents
    • Book #5: Sell Yourself First
    • Book #6: SalesForce 2020
    • QBS Audio – CDs/MP3
  • Ordering

QBS Research, Inc.

Strategic Sales Methodology and Training

  • Contact Us
  • Articles
  • Free Downloads
  • Video Clips
  • Request Proposal

Logistics & Planning

Please note that all QBS events are books on a first come first served basis. In preparatrainingroom[1]tion for a QBS training or speaking event, the client agrees to secure and provide the following:

* Presentation Room (classroom style seating for QBS Methodology Training)
* Refreshments/Lunch for Attendees (per client’s preference)
* In Focus Projector (for PowerPoint)
* Wireless Remote Lapel Microphone
* Extra Battery for Wireless Remote
* Two 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 be in good working order, for the QBS event to commence. QBS speakers will bring their own laptop computer and provide all appropriate training handouts.

Two-Day QBS Training – Sample Agenda

There is no such thing as ‘actual’ value, only perceived value. A salesperson’s success will ultimately be determined by the extent to which they are able to cause prospects and customers to perceive more value than competing alternatives.”    -T. Freese

Day One
8:00am Continental Breakfast
8:30am Introductions
8:45am Kick-off Exercise: Capture Your Current Messaging
Part I: The Focus has Changed to Execution
» Re-Engineering the Traditional Elevator Pitch
» SPA vs. PAS Positioning
10:15am Morning Break
10:30am Gold Medals™ and German Shepherds™
» Doubling Your Value Proposition
» Creating Differentiation & Sense of Urgency
12:15pm Lunch
1:15pm Part II: Leveraging the Most Powerful Tool in Sales
» Conversational Layering™
» Curiosity: Building a Sales Forum
3:00pm Exercise: Up your Voice-mail & Email Responses
3:15pm Afternoon Break
3:30pm Diagnostic Questions for Instant Credibility
» Escalate Questions to Uncover More Needs
4:45pm Wrap up
Day Two
8:00am Continental Breakfast
8:30am Qualifying: Getting More Accurate Information
» Advanced QBS Questioning Techniques
Exercise: Are Your Fluent in Strategic Questions?
10:00am Morning Break
10:15am Part III: Putting Methods into Practice
» The Three Phased QBS Sales Process™
» Turning “Cold Calls” into “Luke Warm” Calls
» Calling High vs. Calling Low
» Getting to the Right Person in Your Accounts
12:00pm Lunch
1:00pm Delivering More Powerful Sales Presentations
» Crafting an Interactive Ice-breaker
» Building a Mutual Agenda™
3:00pm Afternoon Break
3:15pm Closing More Sales… Faster
» The Five Prerequisites of Every Deal
» The Four Keys to Closing More Sales
4:30pm Evaluations/Close

Contact Us for information on dates, availability, and deliverables.

QBS® is a registered trademark of QBS Research, Inc.

2019 Spring QBS Bootcamp

Tom Freese vs. Other Motivational Speakers

Best Selling Author/Trainer

Strategic Questions

The Most Powerful Tool in Sales

Besides gathering information, strategic questions are a salesperson's best tool for:
• Piquing Customer Interest
• Establishing Credibility
• Understanding Requirements
• Creating a Sense of Urgency
• Qualifying Opportunities
• Competitive Differentiation
• Negotiation / Positioning
• Escalating to Decision Makers
• Securing Commitments / Closing Deals
• Maintaining Margins
• Getting Leads / Referrals
. . .which is very different than just probing for needs.

Topics

  • announcements
  • articles
  • books
  • coaching qbs
  • free downloads
  • hall of shame
  • happenings
  • homepromo
  • implementation
  • job hunting tips
  • public classes
  • sales humor
  • selected secrets
  • Uncategorized
  • video

QBS For Parents

Join Our Mailing List

Email Newsletter icon, E-mail Newsletter icon, Email List icon, E-mail List icon Sign up for our Email Newsletter
For Email Newsletters you can trust
© 2017 QBS Research, Inc.
Website development by PodWorx, Inc.