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Strategic Sales Methodology and Training

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Home Archives for sales training

Why Sales 101 No Longer Works…

Posted on July 5, 2017 Written by admin 1 Comment

It’s ironic that the sales training world has stayed pretty much the same over the last 20 – 30 years, while for most companies, the selling environment has changed dramatically. Consequently, it has become more difficult for sellers to penetrate new accounts, while potential buyers are often working even harder to keep salespeople at bay.

There’s no point in blaming the customer. Over the past decade, corporate decision-makers are being asked to achieve more in less time, oftentimes without the benefit of additional resources. Meanwhile, while workloads continue to increase, competitors are getting hungrier, and the overall pace of business has quickened. Even if they wanted to, customers simply cannot afford to spend time with every salesperson that comes calling.

[Read more…]

Filed Under: articles Tagged With: sales 101, sales training, strategic selling

Question Based Selling vs. Traditional Methods

Posted on October 21, 2016 Written by admin 3 Comments

http://www.qbsresearch.com/media/QLM-ProcessSales-FINAL_YouTube-VimeoSD480p169.mp4


This QBS LIVE clip features Tom explaining the differences between Question Based Selling and traditional sales training, including some of the more well known programs like Solution Selling, Strategic Selling, Power Based Selling, SPIN Selling, and Target Account Selling.

Having an internal sales process in place is fine. But just having a sales process no longer affords sales teams any advantage. All your competitors have a sales process in place also, and their process is more than likely very similar to yours.     – T. Freese

If you look around any sales organization you will quickly notices that some salespeople are significantly more effective than others, using the exact same process. This enables us to conclude that just following the steps of the sales process isn’t want defines success in sales. Rather, it’s HOW you execute each of the phases of the sales process that will ultimately determine whether you are chosen as the selected vendor, or you are consistently coming in second place.

Filed Under: video Tagged With: kick off meeting, Motivational Speaking, Power Base Selling, Sales Process, sales training, Solution Selling, Speaking, SPIN Selling, strategic selling, Target Acccount Selling

QBS LIVE: The Value of Selling Intangibles

Posted on September 12, 2016 Written by admin Leave a Comment

http://www.qbsresearch.com/media/QLM006AVI_iPod.mp4


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.

Filed Under: video Tagged With: intangible value, QBS Coaching, QBS Live Mondays, sales training, telephone sales

QBS LIVE: Painting Pictures With Your Words

Posted on August 7, 2016 Written by admin Leave a Comment

http://www.qbsresearch.com/media/QLM005AVI_iPod.mp4


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.

Filed Under: video Tagged With: Presentations, QBS Coaching, QBS Live Mondays, sales training, story telling

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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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