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Home video Question Based Selling vs. Traditional Methods

Question Based Selling vs. Traditional Methods

Posted on October 21, 2016 Written by admin 3 Comments

http://www.qbsresearch.com/media/QLM-ProcessSales-FINAL_YouTube-VimeoSD480p169.mp4


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.

Filed Under: video Tagged With: kick off meeting, Motivational Speaking, Power Base Selling, Sales Process, sales training, Solution Selling, Speaking, SPIN Selling, strategic selling, Target Acccount Selling

Comments

  1. hoagtim says

    March 31, 2011 at 10:28 am

    This video is brilliant!

    Reply
  2. Curtis says

    May 17, 2018 at 5:33 pm

    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?

    Reply
    • Tom Freese says

      May 17, 2018 at 6:30 pm

      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

      Reply

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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:
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• Establishing Credibility
• Understanding Requirements
• Creating a Sense of Urgency
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• Competitive Differentiation
• Negotiation / Positioning
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• Getting Leads / Referrals
. . .which is very different than just probing for needs.

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