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QBS LIVE: The Value of Selling Intangibles

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Have you ever noticed that you can’t actually touch a significant portion of your company’s value proposition? it’s true. Things like innovation, ease of use, and cost effectiveness, not to mention your own credibility, experience, preparedness, integrity, and thought leadership are important factors that can affect a customer’s buying decisions.

These qualities are highly intangible, however. You can’t just open your sales bag and hand the customer some credibility. Instead, the intangibles that comprise your value proposition must somehow be conveyed to potential customers in a way that is more compelling than your competition.

In the Live Q & A session, Tom answers questions on the goal of your phone call, the best way to recover from a previous sales call that didn’t go well, and how to feel more confident when you start a new sales job in an unknown industry.

QBS LIVE: Painting Pictures With Your Words

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People (customers) think in pictures, not just words. Sellers, therefore, must somehow convey enough value to justify a favorable purchase decision. Whether you are in a three minute initial sales call or a thirty minute detailed presentation, a salesperson’s ability to Paint Pictures with Your Words is often the difference between consummating a sales transaction and commoditizing your company’s value proposition.

In the Live Q & A session, Tom answers questions on how to tell a more impactful story about your respective products and services, how to become a more polished presenter (and how not to forget key points) and how to increase the chance to secure a meeting after your first “cold” call.

QBS Live: Double the Number of Reasons People Have to Buy From You

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The Question Based Selling methodology has long talked about the value of positioning your product or service in a manner that doubles the number of reasons a particular customer or prospect might choose to buy from you. This is done using a technique known as Gold Medals and German Shepherds. In today’s QBS LIVE MONDAYS, Tom reveals the reason behind this technique and how to start implementing it yourself.

In the Live Q & A session, Tom answers questions on how to motivate a customer to commit by a particular timeframe, how to increase the sense of urgency in an account, and whether it makes sense to alter your style to match that of the customer.

QBS LIVE: Why Every Sales Call is Also a Job Interview

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As outlined in chapter two of Tom’s new book, The Complete Guide to Selling Yourself in Today’s Marketplace, we learn why every sales call is like a job interview and vice versa. Moreover, you’ll learn why the traditional approach to selling is upside down and exactly how to measurably differentiate yourself from your competitors through a process based on three letters: P-A-S.

In the live Q & A session, Tom answers sales questions about asking a hiring manager what type person s/he is looking for, how long it take to implement P-A-S, why, if the traditional approach to selling is upside down, it still sometimes works, and Tom does some role playing for a listener in advertising.