Tom Freese’s first book (Secrets of Question Based Selling) introduced the world to a new methodology for how to increase your sales effectiveness. And one of the reasons it has been a perennial best-seller is because the core concepts of QBS are timeless. Establishing credibility, piquing the customer’s interest, expanding their needs, and differentiating your value proposition, are valuable selling skills that will never go out of vogue.
It Only Takes 1%… add another layer onto these core concepts to create a conversational ‘toolbox’ filled with easy to implement techniques and strategies that give sellers an ‘unfair’ advantage over the competition.
Sounding the same as everyone else should be the opposite of your objective. If you want to create opportunities to identify customer needs and present your solutions, you must first be able to differentiate your company, your products, and yourself.
Customers today receive countless solicitations, but only a small fraction of those sales efforts will ever turn into mutually beneficial business relationships. So, what makes a potential buyer “want to” spend time with you as opposed to a competitor. Moreover, what makes new prospects “want to” share their thoughts, feelings, and concerns with someone they don’t yet know or trust?
Fortunately, salespeople are not required to win by a lot. In most competitive markets, sales are won or lost by very small margins of victory. That means you simply need an edge—a differentiable advantage that will set you apart from everyone else. That edge is what you will find in this book—100 short chapters (snippets)—each designed to offer ideas that can give you that one-percent advantage over the competition. After all, it only takes 1% to have a competitive edge in sales.
The Winner Might as Well be You…
Perhaps Lee Trevino, the famous professional golfer who won the U.S. Open in 1968, said it best. As he was strolling up the 18th fairway, with a two-stroke lead on the final day of the tournament, Trevino was joking with one of the photographers. This prompted one of the television announcers to ask him, “Lee, you are competing in one of the biggest golf tournaments of your career, but you don’t seem the least bit nervous. Why not?” Trevino casually replied, “Someone has to win the tournament; it might as well be me.”
Guess what? Someone is going to inspire customers to share their thoughts, feelings, and concerns, and someone is going to provide valuable solutions. At the end of the day, someone is going to win the sale—it might as well be you.
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QBS® is a registered trademark of QBS Research, Inc.