Thomas A. Freese's Blog, page 12

NEW: 2014 Mid-Year QBS Lead Generation Summit

“There has never been a more imperative time for sellers to do everything possible to fill the sales funnel with qualified opportunities, thus making you invaluable to your company, your colleagues, and most importantly, your customers.”    -T. Freese

We are pleased to announce the very first Mid-Year Lead Generation Summit. Whether you want to boost your own selling skills or raise the effectiveness of your entire sales team, to give yourselves an unfair advantage over the competition, join us in Atlanta on June 12 - 13, 2014.

This program will be facilitated by five-time best-selling author Tom Freese.

The learning environment will be highly interactive, with participants from a variety of industries including technology, financial services, healthcare, pharma, consulting, insurance, real estate, manufacturing, advertising, hospitality, and retail. The feedback from previous QBS Summit events has been “off the charts” positive and we expect the same this time around, too.

With limited availability, you will want to reserve your seats early since we are expecting a full house. You may also want to bring extra pencils and a stack of writing pads for copious note taking.

“Tom, I wanted to thank you for an amazing training two weeks ago! My head is still spinning from all of the great information. I met with our Regional Manager yesterday and he wants you to train the rest of our team. You will be hearing from us very soon.”     -Liz B., Michigan…your newest QBS groupie!

Click for Early Enrollment Discount & SUMMIT DETAILS.

New in 2014: Mid-Year QBS Lead Generation Summit

“There has never been a more imperative time for sellers to do everything possible to fill the sales funnel with qualified opportunities, thus making you invaluable to your company, your colleagues, and most importantly, your customers.”    -T. Freese

We are pleased to announce the very first Mid-Year Lead Generation Summit. Whether you want to boost your own selling skills or raise the effectiveness of your entire sales team, to give yourselves an unfair advantage over the competition, join us in Atlanta on June 12 - 13, 2014.

This program will be facilitated by five-time best-selling author Tom Freese.

The learning environment will be highly interactive, with participants from a variety of industries including technology, financial services, healthcare, pharma, consulting, insurance, real estate, manufacturing, advertising, hospitality, and retail. The feedback from previous QBS Summit events has been “off the charts” positive and we expect the same this time around, too.

With limited availability, you will want to reserve your seats early since we are expecting a full house. You may also want to bring extra pencils and a stack of writing pads for copious note taking.

“Tom, I wanted to thank you for an amazing training two weeks ago! My head is still spinning from all of the great information. I met with our Regional Manager yesterday and he wants you to train the rest of our team. You will be hearing from us very soon.”     -Liz B., Michigan…your newest QBS groupie!

Click for Early Enrollment Discount & SUMMIT DETAILS.

Softer Closing Questions Have Greater Impact

Is it possible for a salesperson to ask questions that are too aggressive, overly invasive, inappropriate, or just plain ineffective? The answer is a resounding yes. We have all been guilty of this from time to time, because being put in pressure-filled situations makes us revert to passing that pressure to make a sale onto the customer. It’s part of the risk you take when you accept a sales position. Not every prospect is going to move at your desired pace, or want to accept your suggested proposal. Hence the profession of sales is wrought with rejection. The key is minimize your risk with proven technique.

Now, if it is possible to ask questions in an ineffective manner, then common sense would tell us that it must also be possible to ask questions that are more effective, less aggressive, and overall more appropriate. The result of asking the right types of questions is the ability to facilitate more in-depth conversations with potential customers, acquire more information about their goals and objectives, build better relationships, and get a more accurate assessment of where the customer stands. All of that increases your probability of success in making a sale. Even more important, asking less offensive questions has the added benefit of reducing your risk of rejection.

Closing questions might provide the best insight into this phenomenon that having a softer touch can produce a much greater impact. For some reason, sellers have historically been lead to believe that closing a sale is the ultimate goal. They work hard to build relationships with potential buyers but then, as the sales process matures, they pounce and fire off a high-pressure closing question that begins to erode much of the credibility they have built with the customer thus far.

It’s important to realize that closing is not something that should be reserved for the end of the sales process. Once you engage the customer, you look for an opportunity to close on an appropriate next step–such as scheduling a meeting with their management team or the rest of the committee. Here’s what that might sound like in a typical sales conversation:

Salesperson: “Mr. Customer, if such-and-such is basically what you need, and our offering meets those needs, can we set up a meeting or conference call with your boss or whoever else will ultimately need to sign off on the decision?”

You might look at this question and wonder what’s wrong with that? I don’t like to think in terms of right and wrong because different circumstances do call for different approaches and there is almost always more than one way to be successful. Let me show you what I mean.

Like it or not, sellers are automatically presumed to be looking out for their own self-interest—namely conniving some way to secure a larger commission check. So, what may seem like a innocent enough question suddenly gets perceived very differently than was intended. As a result, here’s what the skeptical customer tends to hear:

Customer Interpretation: “Mr. Customer, can we hurry up and set up a meeting to sign off on this decision so I can bank a big commission check?”

What if we trained ourselves to think in terms of probability and risk. How do you reduce the risk of a customer mis-interpreting your question?

Your success in sales, in 2014 and beyond, will depend on your ability to sell in an environment that’s wrought with customer skepticism. You tell me—in the last two, five, or event ten years, have customers become more open and receptive toward vendors they don’t yet know or trust, or have they become more cautious and reserved? When I ask this question in QBS training seminars, virtually everyone agrees that the trend is toward the latter—they concur that prospective customers are more standoffish toward vendors than ever before.

Furthermore, have you ever thought about how uninviting a meeting request sounds coming from a vendor the customer doesn’t yet know or trust? Ask one of your customers this question: “Of all the vendors who ever asked for a meeting with you, what percentage ended up being a really good use of time?” When I ask this question to decision makers, the most common response is somewhere in the neighborhood of 5 percent. If you think about it, that means the next vendor who requests a meeting faces the perception that there’s a 95% chance that the meeting will be a waste of time. If that’s the default perception, what are the chances the customer will invite their boss to attend the meeting? What about their peers, or the ultimate decision maker?

Here’s a frustrating scenario you might be able to relate to. I would set up a meeting and then travel across the country for a sales call with an important prospect. After my presentation, which went absolutely fantastic, the person I was meeting with would say, “Tom, that was really great. I wish Frank had been here.”

“Who’s Frank?”, I would ask.

“Oh, he’s the one who will make the final recommendation to the CFO,” they said.

So I’d fly back to Atlanta, make another appointment, and travel back to the customer site, go through my presentation again, and sure enough, after I finished, Frank would say, “Wow, Tom, that was great. I only wish Linda had been here to see it.”

“Who’s Linda!?”, I would ask through gritted teeth.

With this in mind, here’s the type of closing question I now ask. At the proper time in the call, when I want to set up an appropriate next step with the customer, I simply say:

QBS Salesperson: “Mr. Customer, would it make sense to get the appropriate people who would need to be involved in this decision, together in front of a whiteboard, so we could map out your options, the impact on your business, and the associated costs?”

Now there’s a lot going on in this one simple question, so let’s examine it piece by piece. Notice the first part of the question begins with the phrase,“Would it make sense to ______?” This is so much more effective than asking, “Can we ______?”, or worse yet, “I would like to suggest that we ______.” Asking “can we” or “I would like to suggest” sounds self-serving. And even though you didn’t actually say the words, self-serving questions tend to convey a message like, “Can we go ahead and take the next step, so I can make a sale and bring in a big bonus check.”Oops! that’s not a message you want to convey.

Instead, asking “Would it make sense to ______?”, brings logic into the equation. You’re essentially saying, “Mr. Customer, is this an appropriate next step from your perspective?” By not sounding self-serving in your delivery, you allow the customer to focus on your suggested next step rather than worrying about the size of your commission check. Bingo!

Secondly, observe that I’m simply asking if it would “make sense to get the appropriate people together in front of a white board.” I completely sidestep the risk of demeaning the value of my contact in the account by suggesting that he or she is not the right person. And the fact that we’re going to get in front of a white board (or, a piece of paper works just as well) instantly communicates that this is going to be an important gathering rather than just another vendor pitch (i.e. waste of time).

The next two words are critical. What are we going to be doing in front of a white board or piece of paper? Well, we’re going to “map out” their options, how those will impact their business, and discuss the associated costs. That’s what decision makers in every industry want to know—their options, the impact on their department, their business, or themselves personally, and they want to know the associated costs.

The key to executing the QBS approach lies in its subtly. Instead of aggressively going for the jugular and trying to close for a commitment, I’m doing just the opposite–employing a certainly ’softness’ to make it easy for customers to “want to” take the logical next step. If it doesn’t make sense for some reason, the customer will almost always tell you why not, or suggest an alternative plan of action. Both of those outcomes are good for the salesperson. Best of all, now you know the customer’s perspective on what makes the most sense and how best to proceed.

Let me add one piece of advice when executing this softer closing strategy. You must resist the temptation to chuckle in front of the customer when it works. Human nature is fairly predictable, so I can assure you that this strategy will work. But don’t look at this technique as some kind of gimmick, trick, or act of manipulation. You’re not forcing the customer to do anything. But even I have to admit, it is kind of comical when a customer says, “Wait a minute. If we’re going to be mapping out our strategy, then my boss needs to be in the room, and so does the rest of the committee, and someone from contracts. We can’t just be mapping stuff out without the right people present!” Bingo again!

                                                                       –Thomas A. Freese, President, QBS Research, Inc.

Sales Mgrs: Taking Stock in 2014

Happy New Year…Hoorah!!! Once all the kickoff hype subsides, sales managers are faced with the daunting task of getting their respective sales teams to climb the proverbial mountain of sales targets and revenue quotas for 2014. If you are coming off a good year, congratulations. But, as the old saying goes, “What have you done for me lately?”

Accurately assessing selling skills has always been been a challenge. Is it true that whoever closed the biggest deal in 2013 has the most talent. Of course, not. That’s not to suggest that you don’t have some talented salespeople who consistently hit their sales objectives. But, sales managers have often wondered, “What is the secret sauce that differentiates top performing sellers from the rest of the pack?”

Here are three simple questions that you can ask your salespeople moving forward that will give you a much better idea of where they really stand in terms of their sales acumen:

1.) What (specifically) is your secret for being consistently successful? Note: Don’t accept generic responses like “I build relationships, communicate value, or I differentiate myself.” That’s not the real answer, because your other salespeople are trying to do those same things and they are consistently struggling. Don’t be surprised if most salespeople can’t really tell you why they are successful, which makes it difficult for managers to duplicate the formula for the rest of the team

2.) What’s your strategy for causing prospective customers to “want to” share information with a salesperson they don’t yet know or trust? The answer to this question might hold the key to success in today’s business environment where customers tend to be more cautious, hesitant, reluctant, and standoffish toward salespeople than ever before.

3.) What are you doing to leverage curiosity in the sales process? Curiosity is the genesis of every sales, yet if you ask the typical salesperson what they are doing to leverage it, the typical answer will likely be, “Huh?” Put it this way, if a prospect or customer is not the least bit curious about who you are or what you can do for them, then there’s a slim chance that they will want to spend time with you. On the other hand, as prospects and customers become more interested in what you have to offer, and you can gain credibility with them in a short period of time, people will make all kinds of time for someone who can help them. But they will dismiss the next cold-callers almost immediately. so, what are you doing to leverage curiosity in the sales process?

As a bonus question, you might ask is: “What (specifically) are you going to do differently in 2014 that will give you an advantage over 2013?”

How to Sell Lots of Life Insurance

Private Jones was assigned to the Army induction center, where he was to advise new recruits about their government benefits, especially their Serviceman’s Group Life Insurance (SGLI). It wasn’t long before the center’s Lieutenant noticed that Private Jones had almost a 100% record for insurance sales, which had never happened before. Rather than ask about this, the Lt. stood in the back of the room and listened to Jones’s sales pitch.

Jones explained the basics of the SGLI to the new recruits, and then said, "If you have SGLI and go into battle and are killed, the government has to pay $200,000 to your beneficiaries. If you don’t have SGLI, and you go into battle and get killed, the government only has to pay the minimum benefit of $6,000." "Now," he concluded, "which bunch of soldiers do you think they are going to send into battle first?"

2014 QBS Winter Boot Camp: March 6-7

“There has never been a better time for sellers to do everything possible to make themselves invaluable to their customers, colleagues, and their company.”         -T. Freese

We’re very happy to announce our 2014 QBS Winter Boot Camp! If you would like to renew your focus on increasing your own sales effectiveness, or give your entire sales team an unfair advantage over the competition, join us on March 6 - 7, 2014.

The program will be facilitated by five-time best-selling author Tom Freese.

The learning environment will be highly interactive, with participants from a variety of industries including technology, financial services, healthcare, consulting, insurance, real estate, manufacturing, advertising, hospitality, and retail, and feedback from previous QBS Summit events has been “off the charts.”

With limited seating, reserve your seats early since we are expecting a full house. You might also want to bring extra pencils and a stack of writing pads for note taking.

“Tom! I wanted to thank you for an amazing training two weeks ago-my head is still spinning from all of the great info. I met with our Regional Manager yesterday and he wants you to train the rest of our team. You will be hearing from us very soon…”    -Liz B., Michigan…your newest QBS groupie!

Click for Early Enrollment Discount &  SUMMIT DETAILS.

Need a Holiday Gift Idea?

Why not give that special person on your list a gift that keeps on giving. Salespeople, or those who aspire to become a successful salesperson, are generally paid on some sort of bonus or commission plan. Therefore, the more they sell, the more money they make. Also, the more confident they feel going into the next sale.

The New Question Based Selling is the perfect gift for anyone in sales, account management, customer service, or for your favorite executive. The original version of this book has already proven itself since 2000 as a 13-year bestseller, which has now been overhauled and enhanced to address the challenges of today’s business environment. You can’t beat a 314 page paperback with this much content for less than $15 as a valuable offer that will be valued by the recipient.

Whether the salesperson on your list is trying to break into new accounts, or expand existing opportunities, The New Question Based Selling has once again changed the game in selling…from the art of ‘convincing’ people to buy, to simply helping people accomplish their objectives and communicate effectively in the process. Ahhh, what a refreshing idea…helping people accomplish their objectives.

To order one or more copies of this book simply Click Here.

2014 QBS Winter Boot Camp: Jan 9-10th

“There has never been a better time for sellers to do everything possible to make themselves invaluable to their customers, colleagues, and their company.”         -T. Freese

We’re very happy to announce our 2014 QBS Winter Boot Camp! If you would like to renew your focus on increasing your own sales effectiveness, or give your entire sales team an unfair advantage over the competition, join us on January 9 - 10, 2014.

The program will be facilitated by Alan Rohrer who heads up the QBS Office in Phoenix.

The learning environment will be highly interactive, with participants from a variety of industries including technology, financial services, healthcare, consulting, insurance, real estate, manufacturing, advertising, hospitality, and retail, and feedback from previous QBS Summit events has been “off the charts.”

With limited seating, reserve your seats early since we are expecting a full house. You might also want to bring extra pencils and a stack of writing pads for note taking.

“Tom! I wanted to thank you for an amazing training two weeks ago-my head is still spinning from all of the great info. I met with our Regional Manager yesterday and he wants you to train the rest of our team. You will be hearing from us very soon…”    -Liz B., Michigan…your newest QBS groupie!

Click for Early Enrollment Discount &  SUMMIT DETAILS.

2014 QBS Winter Boot Camp: Oct 9-10th

“There has never been a better time for sellers to do everything possible to make themselves invaluable to their customers, colleagues, and their company.”         -T. Freese

We’re very happy to announce our 2014 QBS Winter Boot Camp! If you would like to renew your focus on increasing your own sales effectiveness, or give your entire sales team an unfair advantage over the competition, join us on January 9 - 10, 2014.

The program will be facilitated by Alan Rohrer who heads up the QBS Office in Phoenix.

The learning environment will be highly interactive, with participants from a variety of industries including technology, financial services, healthcare, consulting, insurance, real estate, manufacturing, advertising, hospitality, and retail, and feedback from previous QBS Summit events has been “off the charts.”

With limited seating, reserve your seats early since we are expecting a full house. You might also want to bring extra pencils and a stack of writing pads for note taking.

“Tom! I wanted to thank you for an amazing training two weeks ago-my head is still spinning from all of the great info. I met with our Regional Manager yesterday and he wants you to train the rest of our team. You will be hearing from us very soon…”    -Liz B., Michigan…your newest QBS groupie!

Click for Early Enrollment Discount &  SUMMIT DETAILS.

2014 QBS Winter Boot Camp: Oct 3-4th

“There has never been a better time for sellers to do everything possible to make themselves invaluable to their customers, colleagues, and their company.”         -T. Freese

We’re very happy to announce our 2014 QBS Winter Boot Camp! If you would like to renew your focus on increasing your own sales effectiveness, or give your entire sales team an unfair advantage over the competition, join us on January 9 - 10, 2014.

The program will be facilitated by Alan Rohrer who heads up the QBS Office in Phoenix.

The learning environment will be highly interactive, with participants from a variety of industries including technology, financial services, healthcare, consulting, insurance, real estate, manufacturing, advertising, hospitality, and retail, and feedback from previous QBS Summit events has been “off the charts.”

With limited seating, reserve your seats early since we are expecting a full house. You might also want to bring extra pencils and a stack of writing pads for note taking.

“Tom! I wanted to thank you for an amazing training two weeks ago-my head is still spinning from all of the great info. I met with our Regional Manager yesterday and he wants you to train the rest of our team. You will be hearing from us very soon…”    -Liz B., Michigan…your newest QBS groupie!

Click for Early Enrollment Discount &  SUMMIT DETAILS.