While the name “Question Based Selling” seems to say it all about the sales methodology taught by Tom and QBS Research, there is much more to it than just asking questions. In today’s episode of QBS LIVE MONDAYS, Tom addresses this perception and goes on to teach the viewer how to, with one simple technique. . .
- kick off a sales conversation in a non-threatening manner,
- gather customer information to position yourself as a valuable resource,
- establish your own credibility, and
- earn the right to engage and go into more depth with your customer or prospect
During the live Q & A session, Tom fields questions on transitioning from a diagnostic phase to a more in-depth phase of the sales process, how not to feel like you’re pressuring a customer by asking questions, whether open questions are “garbage”, and the importance of research (you’ll be surprised with his answer to that last question).