More important than the initial QBS training is what happens afterward when sales teams go back to the field to implement the material that was covered.
The QBS Methodology is a conversational ‘toolbox’ filled with strategies and techniques based on the premise that the questions you ask, and “how” you ask them, is more important than what you will ever say. Thus, Question Based Selling empowers client sales teams with an ‘unfair’ competitive advantage in today’s rapidly evolving business environment.
The One-Day Seminar is an abridged version of the full methodology training, where the instructor works together with the client to determine which aspects of the QBS Methodology will benefit the sales team the most.
One-Day QBS Sales Training Seminars are perfect for regional sales meetings, conferences, or partner events, where the time allotted for professional development is limited to a single day.
One-Day Seminar Objectives
Question Based Selling™ has many facets that all work together to form a cohesive, systematic, and repeatable sales methodology. A significant portion of these can be addressed in a One-Day QBS Seminar, customized according to the client’s goals and objectives. Popular event topics include “how” to:
- Increase your “hit rate” when calling new prospects.
- Make lead generation a self-fulfilling prophecy.
- Broaden the scope of existing opportunities.
- Establish more credibility early in the sale.
- Motivate many different types of buyers.
- Escalate the prospect’s sense of urgency.
- Sidestep the root cause of buyer resistance.
- Identify key decision-makers and influencers.
- Deliver more punch in your product presentation.
- Prevent objections in addition to handling them.
- Qualify and accurately forecast sales opportunities.
- Ultimately close more sales, at higher margins, faster!
The One-Day QBS Seminar is a working session, where the best results come from audience participation and experiential learning. During the program, participants will use portions of the 104-page workbook provided by the instructor.
Who Should Attend?
Critical mass is key to achieving the desired results…
Question Based Selling was created with a broader view of revenue generation. Every successful business knows that differentiating your company and proposed solutions is a team sport. As such, positioning skills can be just as valuable for anyone who touches the sales process, including lead generators, pre-sales support, engineers, marketing, and executive management, in addition to training individual salespeople.
QBS methodology courses can also be valuable relationship-building events for developing strong industry partnerships. While channel and distribution partners are deluged with vendor info, what they’re really hungry for are specific techniques and strategies that will empower them to sell more of your products. In fact, not teaching your partners how to be more effective leaves the door wide open for competitors to step up and assume the thought-leadership role.
Some QBS clients invite their partners to attend their company’s QBS training, which is an effective way to ramp up your extended sales force.
Some students in attendance have read one of Tom Freese’s books or have listened to the QBS audio series. Preparation is not a prerequisite for the course, however. We would rather begin with a blank canvas. In fact, knowing most people will only read books one time, we recommend (when asked) that the book be distributed at the conclusion of the event to be used as reference material to support the ongoing implementation.
Facilities Requirements & Set-up
Please note that all QBS events are books on a first-come, first-served basis, and the client agrees to secure and provide the following checklist items:
- Presentation Room
- In Focus Projector (for PowerPoint)
- Wireless Remote Lapel Microphone
- Extra Battery for Wireless
- Refreshments and/or Breaks
- (2) Flip Charts with Fresh Markers
- Drafting Chair or Bar Stool
Unless otherwise specified in advance, all of the items listed must be provided and in good working order for the QBS event to commence. QBS presenters will bring their own laptop computers and provide all appropriate training materials.
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