• About QBS
    • Our Story
    • About the Author
    • Client List (Partial)
    • Testimonials
  • Training Programs
    • Virtual QBS: Zoom!
    • QBS Methodology Training
    • One-Day QBS Seminars
    • Digital/Inside Sales Training
    • Speaking Engagements
  • Sales Enablement
    • Sales Process/CRM Integration
    • “Train the Trainers”
    • Licensing QBS®
    • QBS® Certification
  • Event Details
    • Logistics & Planning
    • Tom Freese Bio
    • Sample Agenda
  • QBS Products
    • QBS Books
    • Audio Programs
  • Ordering

QBS Research, Inc.

Strategic Sales Methodology and Training

  • Contact Us
  • Articles
  • Video Clips
  • Free Downloads
  • Request Proposal
Home video Why Tom vs. a Motivational Speaker

Why Tom vs. a Motivational Speaker

Posted on November 12, 2016 Written by admin 4 Comments

Check out this video excerpt where Tom speaks about the difference between motivational speakers, and actually teaching salespeople “how” to be more effective.

http://www.qbsresearch.com/media/QLM-MotivationalSpeakers-FINAL001_YouTube-VimeoSD480p169.mp4


“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.

Filed Under: video Tagged With: Brian Tracy, Motivational Speaking, Sales Coaching, Sales Conference, Sales Effectiveness, Sales kick-off, Speaker, Tony Robbins, Zig Ziglar

Comments

  1. Mina says

    November 15, 2014 at 11:56 am

    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

    Reply
  2. Tomas says

    October 11, 2017 at 11:07 am

    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

    Reply
  3. Steve Johnson says

    February 2, 2018 at 10:07 am

    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

    Reply
  4. William Ramdass says

    February 8, 2020 at 11:13 pm

    I am beginning to see the mistakes I’ve been making in how I try to connect with prospects. I am just halfway through Question Based Selling and already the weaknesses in my approach to communication with new prospects are emerging. I will be re-engineering my style completely.
    Although the book does not directly address real estate agents, its principles and methods are virtually directly applicable.

    Reply

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

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.

Topics

  • announcements
  • articles
  • books
  • coaching qbs
  • free downloads
  • hall of shame
  • happenings
  • homepromo
  • implementation
  • job hunting tips
  • public classes
  • sales humor
  • selected secrets
  • Uncategorized
  • video

QBS For Parents

Join Our Mailing List

Email Newsletter icon, E-mail Newsletter icon, Email List icon, E-mail List icon Sign up for our Email Newsletter
For Email Newsletters you can trust
© 2017 QBS Research, Inc.
Website development by PodWorx, Inc.