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

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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: The Greatest Sales Movie Ever!

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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.