Please note that all QBS events are books on a first come first served basis. In prepara![trainingroom[1]](http://www.qbsresearch.com/picts/PlanningLogistics_E5F6/trainingroom1.jpg "trainingroom[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 | |