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Strategic Sales Methodology and Training

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QBS Methodology Programs

“What separates top performing salespeople from their struggling counterparts? The answer to this question will forever change the way you deal with customers. It will also change the way your customers deal with you.”   -T. Freese

There’s a reason top performers continue to excel, while those who are struggling continue to struggle. It’s because just defining the steps of the sales process is no longer a differentiator and traditional sales approaches don’t address the real problem sellers face on a daily basis.

Putting salespeople through yet another “refresher” course to simply reiterate the sales process (Step #1: Identify Opportunities, Step #2: Qualify, Step #3: Uncover Needs, and so on…) has little or no upside, especially when you consider that most of your competitors have a sales process in place already, and it’s likely that their process is very similar (if not identical) to yours.

Instead, sellers today are hungry for specific strategies and techniques that can give them a differentiable advantage in their respective markets. While the sales process does help identify “what” to do, the focus of Question Based Selling is teaching salespeople “how” to execute more effectively than the competition.

Imagine the increased productivity if it were possible to teach sellers “how” to penetrate more new accounts, “how” to secure mindshare from key decision makers, “how” to differentiate their value propositions, “how” to create a greater sense of urgency, and “how” to close more deals while maintaining your company’s desired profit margins.

Question Based Selling has been proven many times over, at companies all over the world, as a way to teach individual salespeople and entire sales teams how to step outside the box of traditional sales thinking. Our mission was to essentially “bottle” the QBS methodology into a transferrable skill set guaranteed to impact results.

QBS Methodology Training is delivered in two and three-day training programs designed to give your salespeople an ‘unfair’ advantage in their respective markets. We also offer an abridged One-Day QBS event, called a One-Day QBS “Blitz”, which is perfect for sales meetings, mid-year kickoff events, or empowering distribution partners.

Contact Us for information on dates, availability, and deliverables.

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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