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Sell Yourself First

The Complete Guide to Selling Yourself
$25.95

Why is it that top performing salespeople consistently deliver stellar results while others struggle just to keep their heads above water?

In past generations, selling was often seen as a manipulative act. The belief was widely held that “selling” a product or service not only required the ‘gift of gab’, but also an ability to reach deep into the customer’s pocket before they realized they were being “sold.”

Fortunately, most of the old-school sales tricks and marketing gimmicks have run their course and today’s customers are quick to recognize the difference between a salesperson who provides real value and someone just looking to make a quick buck.

Whether you manage a sales region, run your own business, or serve in a support capacity, you are selling yourself every day. Yet the focus on developing individual selling skills has been pushed to the back burner for far too long.

It’s time bring skills development back to the forefront, as there has never been a more important time to be perceived as a valuable resource by your company, colleagues, partners, and customers.

Table of Contents

Chapter 1:  The Elephant in the Room

Chapter 2:  Your Next Job Interview

Chapter 3:  Customers Won’t Trust Just Anyone

Chapter 4:  Managing Conversational Dynamics™

Chapter 5:  Establishing the Customer’s Buying Criteria

Chapter 6:  How to Be More Strategic with Your Sales Questions

Chapter 7:  Cost-Justifying an Intangible Value Proposition

Chapter 8:  Making Prospects More Receptive to Your Message

Chapter 9:  Competitively Positioning Your Solutions

Chapter 10:  Paint Pictures with Your Words

Chapter 11:  Wrapping Up the Sale

  • Epilogue: For Sales Managers Only

The Most Critical Element in Every Sale is…YOU!

Generating revenue is the lifeblood of every successful business venture. Consequently, the development of more effective selling skills is no longer a nice-to-have, as the person representing a product or service will likely have a greater influence on the outcome on the customer’s purchase decisions than the company, or the product itself.

It’s safe to assume that each of your competitors has fancy brochures, colorful graphics, and a variety of buzzword-laden slide decks they can use to position their solutions. The one thing, however, that none of your competitors have…is YOU.

But, to be effective in today’s business environment and position your offerings in their best light, you must learn to Sell Yourself First.

Every job interview is a sales call, where hiring managers forming an impression about you. Every sales call is also a job interview. In addition to considering your product or service, potential buyers will be evaluating their desire to do business with you.                                     —Thomas A. Freese, President, QBS Research, Inc.



Click Here for information on deliverables, availability, and licensing.

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

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.

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