Check out this video excerpt where Tom speaks about the difference between motivational speakers, and actually teaching salespeople “how” to be more effective.
“Zig Ziglar was by far the best motivational speaker I have ever heard. But as with other motivation speakers, after I ventured back out into my territory ready to conquer the world, it was easy to revert back to whatever I was doing previously, in which case, I got the same lousy results. Thus, whatever levels of newfound enthusiasm one might get from listening to ‘motivational’ speakers tend to be short-lived.” – T. Freese
Sales organizations used to attempt to motivate salespeople as a way to increase productivity. Today, the opposite is true. If you invest the time to actually teach salespeople “how” to be more effective, they will be much more motivated to repeat their successes. I don’t about you, but to me, there’s nothing more motivating that having an ‘unfair’ advantage throughout the sales process.
Hi Tom,
I have read many books in sales and Marketing, I am realtor and I really enjoyed your Question Base selling BOOK. It is so helpful. I believe difference is in details and details that you mentioned in the book will be very helpful.
Thanks,
Mina
I have read at least 10 different books on selling techniques to be the next top-guy, however, all of them except one speak the very same way: let prospects talk 90% (or more) of the time and you just listen carefully to them…bla, bla,bla…or be aggressive till the prospects say “yes”…
Yesterday I sent out a ‘Curiosity inducing Email’ to 11 people (essentially, Cold Emails) and I have had 7 responses out of 11, meaning 63.6% response rate so far…obviously I need to keep implementing what I am learning in order to master QBS…I am working on it 🙂
Bottom Line: “QBS works, and it really works very well!” I am confident that I will become top salesperson within a couple of months…
Tomas
Mexico City
I’m currently on contract in the UK teaching companies how to grow there businesses, as well as broaden their personal capabilities. Each time I speak to a sales team , I start with many differnt QBS concepts that I’ve learned from Tom Freese over the years. What is ‘smack on’ is that virtually every company I speak with has done anything to enhance their skills, or have even thought about how to differentate themselves. I recommend Question Based Selling to each and every person I meet in the UK. Cheers Mate,
Steve Johnson