Sales Effectiveness

Why Tom vs. a Motivational Speaker

Posted on November 12, 2016 Written by admin 4 Comments

Check out this video excerpt where Tom speaks about the difference between motivational speakers, and actually teaching salespeople “how” to be more effective.

“Zig Ziglar was by far the best motivational speaker I have ever heard. But as with other motivation speakers, after I ventured back out into my territory ready to conquer the world, it was easy to revert back to whatever I was doing previously, in which case, I got the same lousy results. Thus, whatever levels of newfound enthusiasm one might get from listening to ‘motivational’ speakers tend to be short-lived.” – T. Freese

Sales organizations used to attempt to motivate salespeople as a way to increase productivity. Today, the opposite is true. If you invest the time to actually teach salespeople “how” to be more effective, they will be much more motivated to repeat their successes. I don’t about you, but to me, there’s nothing more motivating that having an ‘unfair’ advantage throughout the sales process.

New Implementation Tips

Posted on December 7, 2009 Written by admin 2 Comments

Scroll through pages and pages of QBS techniques and coaching tips that will increase your probability of success and further your implementation of Question Based Selling!

Tip topics range from needs development strategies, to how to kick off more interactive product presentations, to Coaching the Softer Skills, to leveraging curiosity to leave more effective voce-mail messages.

Click QBS Implementation Tips to get started. No cost or subscription required.

Have You Ever Been Snow-Globed?

Posted on May 29, 2009 Written by admin Leave a Comment

Have you ever been "snow-globed?" Here’s is an excerpt from my new book,

“Selling Yourself in Today’s Competitive Marketplace.”

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Everything seems eerily different now, as we slowly come to grips with the reality that the field on which we work and play has changed dramatically. Even those of us who were minding our own business when the downturn began breathed a collective gasp as the era of unabated prosperity that our economy has enjoyed for the last thirty years seemed to collapse overnight.

Not since the nineteen thirties have we experienced a scenario that could so widely impact the financial, political, and social fabric of our country, where the changing economic landscape will inevitably impact everyone at some point, if it hasn’t affected you already.

We have essentially been ‘snow-globed;’ turned upside down and shaken to the point where the tranquil scenes of our daily existence have been shrouded by a flurry of uncertainty that has suddenly clouded our view, and little pieces of reality now seem to be raining down in all directions.

This increased pressure in the marketplace comes with an ironic upside, however, one that has sparked a renewed sense of desire within companies, and, I dare say, throughout the entire sales profession. It turns out that the same people who are hungry for business are also eager for a new perspective and creative ideas about what they can and should do differently.

Never before have sellers been so willing to put their egos aside and adjust their approach to make themselves invaluable to their customers, colleagues, partners and company. I remember a time not so long ago when salespeople would come to my class without a pencil, fold their arms, and hope the clock would soon roll ahead to the end of day so they could head to the gym. Things are different now, as most people realize that some adjustments are in order with regard to how we deal with clients, as it appears that our best opportunity to emerge from the current predicament is going to be to sell our way out.

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