Thomas A. Freese's Blog, page 21

Go Magazine: I'm the centerfold!

Check out the Jan issue of Go Magazine, Air Tran's in-flight publication. After training In Publishing's sales team (the magazine's publisher) in London back in October, one thing led to another and I am now being featured on a two page spread in the January issue on pages 90 – 91.

Tomorrow, I get to watch other passengers read about me on my flight to DC. Very cool, and hopefully informative. Check it out for yourself HERE.

What were you doing on Jan. 1st?

When I first started out in sales, I always felt like an underdog. I was scratching and clawing to make ends meet, and each sales opportunity seemed like a battle. Honestly, it was overwhelming on many occasions to feel like an under-achiever.

It turns out that people respond to pressure in different ways. Some people, when they start to feel overwhelmed, fade into the background, not wanting to bring attention to the fact that they are struggling. As for me, increased pressure tends to make ...

Did you see my Centerfold in "Go?"

You know those wonderful in-flight magazines that keep passengers occupied and entertained while stranded on the tarmac? Well, I trained the sales team for Ink Publishing earlier this year in London. They are the company that produces most of the leading in-flight magazines. As a result of their sales training, Ink Publishing has featured me and Question Based Selling in an article called "Selling Points", to appear in Go Magazine, which will be in the seatback pocket of every Air Tran...

Greatest Motivational Video EVER!

If you haven't yet watched the original video from the TV show, "Britan's Got Talent," this is a must see…for anyone who has a dream.

When this 47 year-old unknown woman named Susan Boyle walks out onto the stage and fulfills her dream right in front of your eyes, it unleashes a spirit within to think, "If she can fulfill her destiny, then maybe, just maybe, there's much more to be written about my own story as well."

Whatever you're doing at this moment, put it aside for six minutes and...

Recent Articles by T. Freese

Tom Freese has consistently published more relevant content than other sales trainers, and the information keeps flowing. Besides being a five-time author, Tom is a regular contributor for magazines and web-based delivery, in addition to the various collaboration projects that are underway and the articles posted below. I invite you to post a comment as you enjoy the material, the goal then being to implement the strategies and techniques into your own selling environment.

More than any time...

**New** Implementation Tips

Scroll through pages and pages of QBS techniques and coaching tips that will increase your probability of success and further your implementation of Question Based Selling!

Tip topics range from needs development strategies, to how to kick off more interactive product presentations, to Coaching the Softer Skills, to leveraging curiosity to leave more effective voce-mail messages.

Click QBS Implementation Tips to get started. No cost or subscription required.

Conversational Layering

In sales, having a good strategy is no longer enough to be successful. Your strategy must also be consistent and repeatable. Simply put, you need a good recipe.

At the risk of overstating the obvious, let's suppose you enjoyed cooking and you wanted to make a delicious cake. Then, you would need a good recipe. A bad recipe would likely produce an unsatisfactory result.

Be aware that a "recipe" actually consists of two component parts. The first part is an ingredients list, right? I mean, to...