This QBS LIVE clip features Tom explaining the differences between Question Based Selling and traditional sales training, including some of the more well known programs like Solution Selling, Strategic Selling, Power Based Selling, SPIN Selling, and Target Account Selling.
Having an internal sales process in place is fine. But just having a sales process no longer affords sales teams any advantage. All your competitors have a sales process in place also, and their process is more than likely very similar to yours. – T. Freese
If you look around any sales organization you will quickly notices that some salespeople are significantly more effective than others, using the exact same process. This enables us to conclude that just following the steps of the sales process isn’t want defines success in sales. Rather, it’s HOW you execute each of the phases of the sales process that will ultimately determine whether you are chosen as the selected vendor, or you are consistently coming in second place.
This video is brilliant!
Love this video, and much validity to it. However, why is it that every sales video says what is wrong with X concept and does not really give the solution or the alternate approach. Sure open ended questions don’t work if you enter a phone call like that, but what does?
Curtis, I agree 100%. But, while it only takes a few seconds (in a video snippet) to point out why ‘old-school’ sales tactics no longer makes sense in today’s selling environment, a more in-depth understanding is required to implement a proven replacement strategy. In fact, that was what motivated me to publish 6 books on the subject–explaining in detail “how” salespeople can significantly increase their return on invested sales effort (R.O.I.S.E) by leveraging specific strategies and techniques that are exponentially more effective than what sellers have been taught to believe over the last 40+ years. Thank you for your comment. -TF