Question Based Selling?

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Anyone ever studied QBS by Thomas Freese? What were your thoughts?
#based #question #selling
  • Profile picture of the author kenmichaels
    Originally Posted by dreamer123 View Post

    Anyone ever studied QBS by Thomas Freese? What were your thoughts?
    I never read it, but I do know questions are the key / holy grail to selling.
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  • Profile picture of the author fasteasysuccess
    Asking the right questions on any sales call or presentation can dramatically improve the results of any call. One reason is because it gives you the information you need to know to close the sale.

    There's so many books and things that have been written on the subject of question based selling and again, it works...if asking the right questions.
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    • Profile picture of the author savidge4
      Questions and which end of the conversation dictate who is control of the presentation. If the customer is asking the questions.. they are in control. If you are asking the questions then you are in control.

      Are customers allowed to ask questions? sure they are as long as you return an answer followed by a question. ( maintaining control of the presentation )

      If you think back to missed opportunities.. IE failed pitches, you will see that the potential customer asked their way right out of a close. I would say, in general, just about every lost sale ( if the potential client has been pre-qualified ) is lost due to the prospect taking control of the presentation.
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  • Profile picture of the author MarkHernandez
    I haven't had chance to go through it but I do know that all the 8 and 9 figure marketers that I know are actively using questions in their scripts so it gotta be working, right?
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  • Profile picture of the author AlexTee
    Originally Posted by dreamer123 View Post

    Anyone ever studied QBS by Thomas Freese? What were your thoughts?

    Anyone ever studied QBS by Thomas Freese? Yes



    What were your thoughts?

    Question Based Selling & It Only Takes 1%...

    Both books should be part of your library

    Read them, tweak the material to fit your industry/product/service...and get to work!
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  • Profile picture of the author Synnuh
    I haven't seen QBS, but I did read something similar a while back. Check out a book called "SPIN Selling".

    SPIN Selling: Neil Rackham: 9780070511132:...SPIN Selling: Neil Rackham: 9780070511132:...

    It's the technique I used to close insurance leads without actually trying lol. The prospects closed themselves for me using 3 questions.

    All I had to do was put their info onto an app as they gave it to me during the warmup, then let them close themselves and get me a check.

    1) Have you ever known anyone who had to pass the hat at the funeral to pay for the services? Or someone who left their family with a lot of bills after they passed away? (ALWAYS a yes, it's why I was sitting in their kitchen.)

    2) Who do you want to protect with the policy? (AKA: You're protecting your beneficiary, not yourself.)

    3) How much protection do you think is needed to make sure your loved one doesn't have to deal with those frustrations during such a rough time? (Go over funeral costs, get them to pick a plan)

    That helped me take them back to watching their friends struggle to pay for a funeral (very common with final expense policies), then get their beneficiary to use as the push button, and then got them to answer me with the level of coverage they thought was necessary.

    By the end of the 3rd question I was asking them the best day to draft their account and having their husband get a voided check.
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  • Profile picture of the author misterme
    Just about everything ought to be turned into a question when selling, don't you think so? Otherwise it's the salesperson simply talking at the prospect, isn't it? But when statements are turned into questions, it involves the prospect into being a collaborative participant of the solution rather than just an impartial receiver of the message

    Oh! Ummm, doesn't it?

    Is that what QBS is all about?
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  • Profile picture of the author mentat47
    This seems to make sense. The last thing you want to do in sales is to give to give them an out, or you could lose the sale before you have a chance to recover.
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  • Profile picture of the author Synnuh
    It's the same principal, to close them without actually hard selling them.

    Letting them sell themselves through their answers, and you just guiding the conversation to the close.
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    • Profile picture of the author Ron Lafuddy
      Originally Posted by Synnuh View Post

      It's the same principal, to close them without actually hard selling them.

      Letting them sell themselves through their answers, and you just guiding the conversation to the close.
      Entering into the conversation they are already
      having with themselves.

      Very powerful stuff.
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  • Profile picture of the author soluck92
    Originally Posted by dreamer123 View Post

    Anyone ever studied QBS by Thomas Freese? What were your thoughts?
    I have not thought of QBS misread by Thomas Freese mean?
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    • Profile picture of the author Barry Unruh
      Originally Posted by soluck92 View Post

      I have not thought of QBS misread by Thomas Freese mean?
      Just for fun I'm going to try to translate your post. Let's see if I get it right.

      I have not thought of = Thinking in English is really hard for me.

      QBS misread by = I really don't know what the OP is about, but I need to post something on the forum to increase my post count.

      Thomas Freese mean = He is???

      I tried...but I'm not sure if I got it right.
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    • Profile picture of the author quadagon
      Originally Posted by soluck92 View Post

      I have not thought of QBS misread by Thomas Freese mean?
      If you use yoda's voice it makes more sense

      Thought of qbs misread by Thomas freese I have not mmm
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      • Profile picture of the author Claude Whitacre
        Think of going to the doctor;

        You talk to a nurse, they ask you lots of questions on a form.
        Then you talk to the doctor, and he asks you lots of questions.

        And after he/she knows what they need to know, they stop asking questions and make a recommendation.

        They write out a prescription, and you never question the prescription, the charges, or how often to take the pill. You don't shop around for other doctor's advice.

        Why? Because the doctor asked you questions, but kept his authority position. And when he gave you a recommendation, he expected you to accept it. He didn't use closing techniques, or mirror your body language. You just accept what they say as true.

        Do you want to know the real secret to hypnosis?

        The subject simply believes whatever you say. Through a selection and testing process, you have now accepted the hypnotist's authority. You no longer question what he is saying. And he says it with absolute authority.

        The hypnotist speaks with certainty. The doctor speaks with certainty.

        Now you know.
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        • Profile picture of the author Barry Unruh
          Originally Posted by Claude Whitacre View Post

          The hypnotist speaks with certainty. The doctor speaks with certainty.
          and Claude Whitacre said that with certainty, too..
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        • Profile picture of the author quadagon
          Originally Posted by Claude Whitacre View Post

          Think of going to the doctor;

          You talk to a nurse, they ask you lots of questions on a form.
          Then you talk to the doctor, and he asks you lots of questions.

          And after he/she knows what they need to know, they stop asking questions and make a recommendation.

          They write out a prescription, and you never question the prescription, the charges, or how often to take the pill. You don't shop around for other doctor's advice.

          Why? Because the doctor asked you questions, but kept his authority position. And when he gave you a recommendation, he expected you to accept it. He didn't use closing techniques, or mirror your body language. You just accept what they say as true.

          Do you want to know the real secret to hypnosis?

          The subject simply believes whatever you say. Through a selection and testing process, you have now accepted the hypnotist's authority. You no longer question what he is saying. And he says it with absolute authority.

          The hypnotist speaks with certainty. The doctor speaks with certainty.

          Now you know.
          In the Doctor scenario I feel its important to point out that they've already accepted the doctors authority. Makes the doctors job a lot easier.

          Other than that fully agree, Brain Tracey says something similar.
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          • Profile picture of the author Claude Whitacre
            Originally Posted by quadagon View Post

            In the Doctor scenario I feel its important to point out that they've already accepted the doctors authority. Makes the doctors job a lot easier.

            .
            And why is the doctor's authority already accepted? Because of everything that happens before you see the doctor. And that's where marketing, and positioning before the sales presentation are so important.

            And....

            The example of the hypnotist?

            They have no real prior authority. It's all built by acting with authority, the tone of your voice, the structure of the questions, the certainty of your suggestions.

            This "building of authority" can happened very quickly, even withing a single conversation.
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          • Profile picture of the author Barry Unruh
            Originally Posted by quadagon View Post

            In the Doctor scenario I feel its important to point out that they've already accepted the doctors authority. Makes the doctors job a lot easier.

            Other than that fully agree, Brain Tracey says something similar.
            In most situations, the very fact they scheduled an appointment with you, indicates they believe you are "an authority" on your products. (Even if you called requesting the appointment, they agreed.)

            They are expecting you to be able to tell them how your products are going to help them achieve their goals.

            If you maintain that authority by asking questions to determine exactly how your products can help them, what their pain points are, and why they were interested in talking to you..you remain the authority and they are willing to listen to your advice, and buy from you.
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  • Profile picture of the author Rickeydt
    QBS isn’t just a book about questions. Naturally, Freese discusses questions and questioning in great detail. He lays out a number of types of questions and their uses. He gives examples of both effective and ineffective questions. He relates stories of question success and question failure. He addresses erroneous traditional question training such as to ask open-ended questions only. He demonstrates the power of a well crafted question and how ill conceived questions lead to self-inflected wounds.

    However, if you look at Secrets of Question Based Selling as a book about questions, you miss the power and essence of Freese’s message. At its core, QBS isn’t really about asking questions. It’s about understanding human nature and formulating a sales process that emanates from understanding who people are, how they think, how they respond, and what captures their attention and addresses their needs.
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  • Profile picture of the author JeffreyMichel
    QBS is definitely something that is not supposed to be underestimated, any VSL on clickbank generally would start with series of pre-qualifying questions!
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  • Profile picture of the author TrumpiaTim
    I thought it was pretty good, but ultimately my takeaway was listen when you can and assert yourself at the right time to close the sale.
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