Note: Due to the associated risks of the Covid-19 virus, QBS training/speaking engagements are being delivered virtually in order to protect everyone involved.
Selling was almost “easy” just a few months ago–back when the economy was booming and potential customers were available to meet face-to-face with salespeople in their respective offices or business locations.
Lo and behold the world has changed, where an organization’s ability to develop next-generation selling skills and leverage them into competitive differentiators is more important than ever.
Getting potential buyers to return telephone calls or respond to email when the typical success rate when reaching out to new customers has plummeted to less than 1%, is only one example of the challenge sellers now face since a recent global pandemic has completely upended traditional business practices.
Meanwhile, with Internet search capabilities and social media becoming so prevalent, sellers can no longer rely on face-to-face interactions to convey value, create loyalty, or protect margins.
Ironically, we’ve seen this before. The raging bull market that abruptly ended in 2008 due to a historic financial crisis forced companies to recalibrate their sales approach to adapt to tectonic shifts that created a totally new business landscape.
Fortunately, Question Based Selling is just as relevant and effective today as when I published my first (of 5) sales books in 1999. Where customers tend to focus on Return on Investment, sales teams should focus more on five letters–R.O.I.S.E. (Return on Invested Sales Effort).
Thus, I am pleased to announce that QBS Methodology Training Programs are alive and well, delivered via virtual teleconference technology! And, in many cases, the virtual experience can actually be more effective than cramming courseware into the more traditional multi-day marathon learning sessions.
“Thank you for a very impressive virtual QBS Methodology Training last week. I believe our entire team will benefit greatly as Question Based Selling continues to be the most impactful sales training I have ever experienced!”
Jeremy Lawrence, Director of North America Sales, USP Technologies
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