QBS Research, Inc.

Strategic Sales Methodology and Training

Home Archives for video

QBS Live: Double the Number of Reasons People Have to Buy From You

Posted on Written by Leave a Comment


The Question Based Selling methodology has long talked about the value of positioning your product or service in a manner that doubles the number of reasons a particular customer or prospect might choose to buy from you. This is done using a technique known as Gold Medals and German Shepherds. In today’s QBS LIVE MONDAYS, Tom reveals the reason behind this technique and how to start implementing it yourself.

In the Live Q & A session, Tom answers questions on how to motivate a customer to commit by a particular timeframe, how to increase the sense of urgency in an account, and whether it makes sense to alter your style to match that of the customer.

QBS LIVE: Why Question Based Selling is not Just About Asking Questions

Posted on Written by 4 Comments


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).

QBS LIVE: Why Every Sales Call is Also a Job Interview

Posted on Written by 1 Comment


As outlined in chapter two of Tom’s new book, The Complete Guide to Selling Yourself in Today’s Marketplace, we learn why every sales call is like a job interview and vice versa. Moreover, you’ll learn why the traditional approach to selling is upside down and exactly how to measurably differentiate yourself from your competitors through a process based on three letters: P-A-S.

In the live Q & A session, Tom answers sales questions about asking a hiring manager what type person s/he is looking for, how long it take to implement P-A-S, why, if the traditional approach to selling is upside down, it still sometimes works, and Tom does some role playing for a listener in advertising.

QBS LIVE: The Greatest Sales Movie Ever!

Posted on Written by 2 Comments


What is the biggest challenge facing salespeople today? For that matter, what’s the biggest challenge customers now face? Tom addresses both of these questions, and he also reveals his new favorite “sales movie” in order to enhance your strategy for establishing credibility with potential customers, and ultimately earn their trust.

During the live Q & A session, Tom answers sales questions about “pulling back the curtain” and explains whether a salesperson’s number one focus with the customer should be to build trust.