Question Based Selling With Tom Freese
Let's face it. We're all salespeople. Like it or not we're in the business to sell our products and services. Many of us jump into this challenge full steam ahead by reading books, taking sales training courses, and studying sales training. The problem is that many sales methodologies are outdated and don't take into account the shifting way that people are now buying their products and services.
In this episode, Tom Freese, founder of Question Based Selling and author of SIX best-sellers breaks down how we can actually serve our clients and customers through a different approach to selling our solutions.
The first time Tom Freese oversold his sales quota by 200 percent, everyone thought it was a fluke. When he did it again, they figured it was a ‘freak’ accident. Then, over and over for 7 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!
"The key to success in selling today is to motivate your sales team. And, the best way to motivate salespeople is to give them specific strategies and techniques that will enable them to win more sales (more often), and repeat their successes!" -T. Freese
Having spent the bulk of his career in the trenches of sales and sales management, Tom realized early on that customers don’t want to be pushed, probed, or pressured by a salesperson. People want to make smart purchase decisions, but no one wants to be "sold."
As Founder and President of QBS Research, Inc., Thomas A. Freese, is a six-time bestselling author, and he is considered to be one of the foremost authorities on strategic questioning, competitive positioning, and sales effectiveness training.
When Tom is not enjoying his family in Atlanta, he is a highly sought after speaker and trainer who has trained thousands of salespeople at QBS clients organizations all over the world.