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Work Backwards to Move Your Sales Forward

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

tip 18 Whether it’s fair or not, salespeople are often presumed to be self-serving. Some of that reputation has been earned by the way some sellers have behaved. That said, it’s totally acceptable that a salesperson receives a bonus or commission for their efforts. Your incentive just can’t be the primary impetus that’s driving the purchase of your product or service.

Too often, sellers chase deals by focusing on the transaction. “When can we get a PO?” Or they ask, “Do you have all the approvals?” Sometimes, sellers just ask, “Mr. Customer, can we wrap this deal up by the end of the week?”

For those items where the value doesn’t get realized at the point of transaction, like in technology purchases, certain healthcare devices, or when implementing new financial programs, the actual value to the customer may not come until long after the purchase.

In those cases, the question that will ultimately determine the timing of your deal is:

Salesperson: “Ms. Customer, if we look past the purchase decision and transaction for a moment, if you do choose to move forward with this proposal, when would you like to start realizing the benefits we’ve discussed?”

Filed Under: coaching qbs, implementation Tagged With: QBS Coaching, QBS Methodology, Question Based Selling, Sales Coaching, strategic selling, Telephone Tales, Telesales, Thomas A. Freese

**New** Implementation Tips

Posted on December 7, 2009 Written by admin 2 Comments

qbstips[1]

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.

Filed Under: coaching qbs, happenings Tagged With: Coaching, Motivation, QBS Coaching, Sales Effectiveness, Sales Management, telephone sales, Telesales

Implementation Tips

Posted on October 5, 2009 Written by admin Leave a Comment

QBS TipsQuestion Based Selling doe required individual salespeople and entire sales teams to understand the logic between the logic you will use going forward, versus much of the outdated training material that has plagued traditional sales approaches for the last 30+ years.

Following a ‘live’ training, salespeople often say to me, “Wow, Tom, it’s amazing that such small adjustments can produce such a huge impact with regard to how customers perceive our products.”

Meanwhile, sales managers often ask me, “What advice can you give us on how to implement Question Based Selling and make it part of our culture, so the methodology becomes second nature to our salespeople?”

Thus, I created a new section on our website called Implementation Tips. My intent was to create a virtual repository of specific QBS techniques that sellers can use to get the “creative juices” flowing, in addition to reinforcing key QBS concepts.

If you have a specific tip request, I invite you to enter a comment and I will respond. Also, I invite you to subscribe to our RSS Feed, and/or bookmark this page, as I plan to grow this data bank multiple times per week, or at a bare minimum, adding content on every flight.

Filed Under: coaching qbs, implementation Tagged With: QBS Coaching

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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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