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Free Audio: Gold Medals vs. German Shepherds

Posted on April 15, 2017 Written by admin Leave a Comment

“I go fishing up in Maine every summer,” Dale Carnegie wrote in the mid 1930s. “Personally, I am very fond of strawberries and cream, but I find that for some strange reason, fish prefer worms. So when I go fishing, I don’t think about what I want. I think about what they want. I don’t bait the hook with strawberries and cream. Rather, I dangle a worm, or a grasshopper, in front of the fish saying, ‘Wouldn’t you like to have that?’”

This story prompted me to ask, why not use the same common sense when fishing for customers?

Secret #29: If you want to motivate other people, it’s more important to think about what they want, rather than what you want.

To succeed in sales, we have to motivate potential buyers to “want to” take action. But we also have to recognize that different people are motivated differently. While some people are motivated to run fast toward Gold Medals, many others will run even faster from German Shepherds.

By position benefits in a way that motivates both, you can potentially double the perceived value of your product or service, which significantly increases your probability of success in making a sale.

CLICK PLAYER TO LISTEN

http://www.qbsresearch.com/media/ThomasAFreeseQuestionBasedSelling03GoldMedalsandGermanShepherds.mp3

Filed Under: free downloads, public classes Tagged With: Free download, QBS Coaching

Re-Inventing Your Trade Show Strategy

Posted on February 6, 2017 Written by admin Leave a Comment

Trade shows and vendor fairs are basically marketing vehicles for business development. One could, therefore, assume that the most effective trade show strategy is the one that produces the most traffic and generates the most leads.

Vendor booths at regional convention centers are teeming with outstretched hands and smiling faces, as sellers attempt to share their story to cautious passers by.

Sound familiar? If so, would you be willing to make a few strategic adjustments to significantly increase your expected return on these marketing investments?

(Click here to download entire white paper.)

Filed Under: free downloads Tagged With: Free download

Free Audio Excerpt: The Herd Theory

Posted on January 11, 2017 Written by admin Leave a Comment

My first book created quite a stir when Chapter 3 opened with this sentence: Traditional reference selling is highly overrated.

That divergence from traditional sales thinking shocked the establishment as virtually every sales training program created in the last 40 years talks about the importance of reference selling.

References are important—but so is differentiation; and it’s no longer an effective to use references just like everyone else. In Question Based Selling, our goal is to show sellers how to be different from everyone else. One way to accomplish this is to create a sense of momentum in your sales using The Herd Theory—which is a technique that ironically leverages “everyone else.”

CLICK PLAYER TO LISTEN

http://www.qbsresearch.com/media/ThomasAFreeseQuestionBasedSelling04TheHerdTheory.mp3

Filed Under: free downloads Tagged With: Free download, QBS Coaching

Did you see my Centerfold in “Go?”

Posted on June 28, 2012 Written by admin Leave a Comment

You know those wonderful in-flight magazines that keep passengers occupied and entertained while stranded on the tarmac? Well, I trained the sales team for Ink Publishing earlier this year in London. They are the company that produces most of the leading in-flight magazines. As a result of their sales training, Ink Publishing has featured me and Question Based Selling in an article called "Selling Points", to appear in Go Magazine, which will be in the seatback pocket of every Air Tran Airways flight starting January 1st.

Not scheduled for an Air Tran Airways flight any time soon? You can simply download the article right here. Hope you enjoy!

Filed Under: homepromo Tagged With: Coaching, Free download, publication, QBS Methodology Training, Question Based Selling, selling tips

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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:
• 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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