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The New Era of Salesmanship

$18.95

Sales effectiveness is a choice, starting with a clear understanding of the goals you are trying to achieve, or the problem(s) you are actually trying to solve.

While salespeople everywhere are desperately trying to develop business within their target accounts, decision-makers are no longer willing to spend time with every salesperson who comes calling.

Teaching people “how to sell” should no longer be the goal. Instead, learning how to create new opportunities and effectively manage the pipeline given the headwinds of increased customer skepticism and stiffer competition has become the baseline for which sales organizations will be judged moving forward.

Fortunately, it is possible to reverse this trend…where salespeople can be perceived as thought-leaders, as opposed to just another cold-caller. But, that requires a proactive effort on the salesperson’s part.

In The New Era of Salesmanship, Tom Freese shows you how to foster internal champions who will advocate for your proposed solutions, enabling the salesperson to leverage an ‘extended sales force’ to create an ‘unfair’ competitive advantage.

Table of Contents

Chapter 1: Surviving the Current Business Climate

Chapter 2: Building High Performance Sales Teams

Chapter 3: “Culturalizing” the QBS Methodology

Chapter 4: The Effectiveness Triad™

Chapter 5: Someone has to “Pedal the Bike”

Chapter 6: Solving Problems vs. Providing Solutions

Chapter 7: The Paradox of Value

Chapter 8: Functional Equivalence is Your Enemy

Chapter 9: The Convergence of Sales & Marketing

Chapter 10: Ask and You Shall Receive

Chapter 11: QBS Escalation Strategies

Chapter 12: Leveraging Your Extended Sales Force

If you are willing to step outside the box of traditional sales thinking, you will discover significant upside with regard to enhancing your own sales effectiveness, as well as the performance of your entire sales team. Positive change is eminent and there is no time to waste. A new era of salesmanship has definitely begun!

Have I succeeded in changing the traditional mindset of individual sales teams, or across the broader organization? The answer to that question will likely reveal itself shortly after you finish reading this book. If your pipeline expands and your sales begin to skyrocket, then we will have both accomplished our objectives!      —Thomas A. Freese



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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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