QBS Methodology Training

Whose job is it to create opportunities? The sales team, of course. But, just because you want to ask questions doesn’t mean prospective buyers are willing to share information with a salesperson they don’t yet know or trust. Likewise, just because you have a great story does not guarantee you an audience within important target accounts. The real question is, what makes prospects and customers “want to” engage with you?

QBS Methodology Training is delivered in two or three-day training courses designed to give salespeople and sales teams an ‘unfair’ advantage in their respective markets. These highly interactive, instructor-led courses are customized around the client’s specific goals, objectives, and selling environment, in order to maximize the learning experience.

An abridged One-Day version of the training is also available, where the instructor works with the client in advance to customize content around those portions of the methodology that will provide the most benefit within the time allotted. Additional delivery options include QBS® Certification, Train the Trainers, and Licensing Agreements.

Our mission is not just teaching people how to sell. Rather, our mission at QBS Research, Inc. is teaching sales teams how to prevail when selling into the headwinds of increased customer skepticism, ever-evolving competition, and buyers who already have preconceived notions about how much (or how little) value you bring to the table.

Even those salespeople who have enjoyed success in the past are having to recalibrate and adapt their approach because the ‘field’ on which the ‘game’ of selling is now being played has changed dramatically.        —Thomas A. Freese

QBS Methodology Training is an intentionally disruptive, common sense approach to teaching sellers how to significantly boost their Returns on Invested Sales Effort (ROISE)—based on the principle that the questions you ask (and “how” you ask them) is more important than what you will ever say.

Course Objectives

Experiential learning enables participants to gain a clear understanding of specific strategies and techniques, and develop a comfort level for how best to implement QBS, in order to accomplish the following:

• 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 presentations.
• Prevent objections in addition to handling them.
• Qualify and accurately forecast sales opportunities.
• Ultimately close more sales, at higher margins, faster!

Taking a hands-on approach to teaching and learning helps reinforce the QBS Methodology in order to make an immediate positive impact on individual salespeople, the sales team, and the organization as a whole.

View Sample Agenda

Customization of Content

Every QBS training is customized for the intended audience. Specific “what if” scenarios are encouraged and the relevance of the examples used during the training will be proportionate to the quality and quantity of the pre-work provided by the client in advance.

Who Should Attend?

Getting everyone on the same page is the key to having consistent 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. Thus, positioning skills are just as valuable for everyone who touches the sales process, including lead generators, pre-sales support, engineers, marketing, and executive management, in addition to salespeople.

A QBS methodology course is also a valuable tool for developing strong distribution channels. Your VAR and distribution channels are being deluged with product information. But, what they’re really hungry for are strategies and techniques that will empower them to more effectively position your product offerings. In fact, not teaching your partners how to be more effective leaves the door wide open for competitors to step in and assume the thought-leadership role.

Question Based Selling was a great success! Having invested in traditional sales courses with limited results, it was nice to hear from my people that QBS was the best sales training they had ever had attended. I would recommend this program to anyone!                                  —Mike Bader, Vice President, Sales

QBS clients often invite their partners to attend their company’s QBS training, which is an effective way to ramp up your extended sales force.

Prerequisites: None

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 (Classroom Style Seating)
• In Focus Projector (for PowerPoint)
• Wireless Remote Lapel Microphone
• Extra Battery for Wireless
• Refreshments/Lunch for Attendees
• (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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Click Here for information on deliverables, availability, and licensing.

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