Have you ever noticed that companies all over the world spend millions of dollars telling salespeople what to say, but they spend almost nothing teaching them what to ask?
– Tom Freese
MESSAGE FROM TOM
Training vs. “Culturalizing” Sales Effectiveness
Ever wondered why some salespeople are ‘killing it’ while others struggle to keep their heads above water? The answer is simple. Just because we (sellers) want to ask questions, doesn’t mean potential buyers are open to sharing information with every salesperson who comes calling.
Therein lies the rub. At every company, some salespeople are more effective than others, even though they’re all offering the same products and services to similar target audiences. Why do you suppose there’s such a wide variation in effectiveness and results when the marketplace is filled with salespeople, all basically trying to achieve the same objectives?
It’s because just asking a bunch of questions is no longer the skill set that will determine your success in selling. In addition to “what” you ask, “how” sales questions are structured can make or break your opportunity to engage new prospects, convey value, and close sales.
Trouble is, while everybody talks about the importance of asking ‘good’ sales questions, sellers are usually left to their own devices to figure out what questions to ask, and how best to ask them.
Question Based Selling is the best sales effectiveness training available for those who are looking for actionable results! —Dominic Camden, CRO/SVP, Chicago
The QBS Methodology® is a systematic way to increase sales effectiveness by teaching salespeople “how” to leverage question-based techniques and strategies to accomplish much more in the sales process than just gathering information. Asking questions strategically enables sellers:
Earn More Credibility Sooner
Accurately Qualify/Forecast More Leads
Expand/Broaden Your Value Proposition
Gain mindshare from Key Decision Makers
Differentiate Yourself and Your Offerings
Increase the Customer’s Sense of Urgency
Secure Approvals and Commitments
Shorten the Sales Cycle
Protect Profit Margins
Close More Deals
The real skill in selling these days is the ability to cause potential buyers to “want to” share information with a salesperson they don’t yet know or trust. Put it this way, if someone doesn’t “want to” engage in a productive dialogue about their goals and your potential solutions, then it doesn’t matter what questions you ask—which is VERY different than just ‘pounding the pavement’ and probing for needs.