QBS II: Getting Deeper, Wider and More Strategic

Salespeople everywhere are trying to get deeper, wider, and more strategic within their target accounts. The question is "how" best to accomplish these goals in an increasingly competitive business environment. That’s what you will learn in this book.

Of course, implementation is the key to success with any sales methodology. And, human nature says that without reinforcement, people will gravitate back to whatever feels most comfortable. This brings us to an important crossroad in your development as a sales professional—either to continue with the status quo, or make a conscious decision to step outside the box of traditional thinking and separate yourself from the "noise" in the marketplace.

In addition to improving your own selling skills, I have discovered that a similar opportunity exists to increase the sales skills and effectiveness of the broader organization. Hence the goal of this book extends far beyond the base concepts taught in Question Based Selling™, to focus on the larger opportunity of "culturalizing" the QBS Methodology across the entire sales organization.

The first time Tom Freese oversold his sales quota by 200 percent, everyone thought it was a fluke. When he did it again, they assumed it was just some sort of freak accident. Then, over and over for seven consecutive years, Tom not only exceeded his sales quota, he doubled it. Suddenly, his success in selling was more than a trend. It was a business phenomenon!

With more than seventeen years experience in the trenches of corporate sales and management, Tom packaged his unique approach into a proven sales methodology called Question Based Selling. Now, he works with companies all over the world showing salespeople how a question-based approach can exponentially increase their bottom-line results.

As founder and president of QBS Research, Inc., Tom has published three books on selling and is considered to be one of the foremost authorities on sales effectiveness, buyer motivation, and business strategy.

When Tom Freese is not enjoying his family in Atlanta, he is a dynamic speaker and highly sought after sales trainer who delivers content and strategy, as opposed to hype and fluff. After all, what’s most important is what happens after the engagement when your sales team goes back out into their respective territories to implement what they have learned.