• About QBS
    • Our Story
    • About the Author
    • Client List (Partial)
    • Testimonials
  • Training Programs
    • Virtual QBS: Zoom!
    • QBS Methodology Training
    • One-Day QBS Seminars
    • Digital/Inside Sales Training
    • Speaking Engagements
  • Sales Enablement
    • Sales Process/CRM Integration
    • “Train the Trainers”
    • Licensing QBS®
    • QBS® Certification
  • Event Details
    • Logistics & Planning
    • Tom Freese Bio
    • Sample Agenda
  • QBS Products
    • QBS Books
    • Audio Programs
  • Ordering

QBS Research, Inc.

Strategic Sales Methodology and Training

  • Contact Us
  • Articles
  • Video Clips
  • Free Downloads
  • Request Proposal
Home free downloads Free Audio Excerpt: The Herd Theory

Free Audio Excerpt: The Herd Theory

Posted on January 11, 2017 Written by admin Leave a Comment

My first book created quite a stir when Chapter 3 opened with this sentence: Traditional reference selling is highly overrated.

That divergence from traditional sales thinking shocked the establishment as virtually every sales training program created in the last 40 years talks about the importance of reference selling.

References are important—but so is differentiation; and it’s no longer an effective to use references just like everyone else. In Question Based Selling, our goal is to show sellers how to be different from everyone else. One way to accomplish this is to create a sense of momentum in your sales using The Herd Theory—which is a technique that ironically leverages “everyone else.”

CLICK PLAYER TO LISTEN

http://www.qbsresearch.com/media/ThomasAFreeseQuestionBasedSelling04TheHerdTheory.mp3

Filed Under: free downloads Tagged With: Free download, QBS Coaching

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

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.

Topics

  • announcements
  • articles
  • books
  • coaching qbs
  • free downloads
  • hall of shame
  • happenings
  • homepromo
  • implementation
  • job hunting tips
  • public classes
  • sales humor
  • selected secrets
  • Uncategorized
  • video

QBS For Parents

Join Our Mailing List

Email Newsletter icon, E-mail Newsletter icon, Email List icon, E-mail List icon Sign up for our Email Newsletter
For Email Newsletters you can trust
© 2017 QBS Research, Inc.
Website development by PodWorx, Inc.