• 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 implementation Utilize Broadening ‘Agents’

Utilize Broadening ‘Agents’

Posted on March 28, 2016 Written by admin Leave a Comment

tip 26

In the process of developing Question Based Selling, I have invested significant time and effort studying Conversational Dynamics, which refers to the science not just of ‘what’ you might choose to say, but also ‘how’ you choose to say it.

Once you have successfully piqued the customer’s interest and established your own credibility, using Diagnostic Questions, there are certain conversational devices we call broadening agents that will expand the scope of the dialogue. These include:

Q:  “How familiar are you with _____________?”

Q:  “To what extent is ____________ important to your project?” 

Q:  “What types of __________ are you focusing on the most?”

Essentially, the deliverer of the question is asking the other person to quantify, describe, or characterize their thoughts regarding a given issue or topic.

Key Point: Since you, as the salesperson, are ultimately in control of the questions you ask, how you formulate and deliver the question will likely how productively prospects and customers will choose to respond.

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

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Your email address will not be published.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.