Questions For Sales Performance: On October 23, 2006 Mr. Thomas Freese submitted the following questions to QuestionsForLiving®.
-
I wonder why [business issue] might be important to this customer?
Most people who share information, only share fractionally. So, customers say things like, "I am concerned about quality." That's a valuable piece of information. But, it doesn't give you enough insight into what exactly are they concerned about.
-
I wonder who else this decision might affect and how it might impact them?
-
How can I touch more people with the effort I am currently expending?
-
What (specifically) am I doing to differentiate myself from competitors, or within my own company?
-
What can I learn each day from each and every mistake I make?
-
Do I have to do something the same way, just because that's the way it happened yesterday?
-
What (if anything) might be humorous about this situation?
-
When people look back twenty years from now, what will I they think of me?
For additional information, please visit the QBS Research, Inc. website:
QBS Research, Inc.
PO Box 922933
Atlanta, Georgia 30010-2933
Phone: (770) 840-7640
QBS is a registered trademark of QBS Research, Inc.
Comments
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!
Tom's sales career started at Shared Medical Systems. After five years with SMS, Tom accepted a District Sales Manager position with the Baxter Corporation in the Systems Division, selling hospital information systems. Tom then transferred to a new industry and went to work for an Atlanta based software company called KnowledgeWare, and then ultimately to NetFrame.
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.