Podcasts about question based selling

In the world of sales training, there are certain sales trainers who you can tell have SLUNG HELLY DEALS. Tom Freese is one of those. His method, Question Based Selling, teaches exactly what to say, how to say it, and provides a framework for effective selling. Those in possession of this knowledge will be reborn in the image of Dave Sandler himself. Only tune in if you want to triple your sales results and become the best salesperson to ever live.

If you want to discover a unique approach that will help you set more appointments join us for this episode with real estate coach Hoss Pratt to discover... • How to easily overcome objections. • How to create unique solutions that make you more valuable. • The messaging you need in a shifting market. Subscribe here for our updates and latest episodes: redx.bz/podcast

Let's say a group of people tell you a story of their problem. It's not the same story each time, but the story's theme starts to become familiar. What you find is that most people will mention different forms of very similar issues and barriers. In sales, you must uncover the repeated answers of your audience's problem to present your offer effectively. You can only get answers if you ask questions. Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience. Today, learn to apply question based selling in your offers in this Mastering Excellence Series conversation on this episode of the Sales Maven Show. Josh Coats is a two time #1 Best Selling Author, Top 50 podcast host, and founder of Push Coach Certification School for life coaches. Josh has trained over 40k in his online trainings and specializes in mindset, leadership, and strategy. As a student of mindset and founder of a life coach school, Josh will help you to dig into the beliefs that are holding you back in your sales and leadership. Josh built a multi-six-figure business with less than 2k followers on Instagram; and that was earlier in his journey. His story of how he built income first and then the following offers important clues on creating a solid sales structure before scaling. Josh developed his natural curiosity into a process of creating space for his ideal clients to uncover all the reasons his offer is a chance at a solution. He poses questions that allow his audience to understand their deeper motives without making them feel forced into an answer. In today's episode, Nikki and Josh discuss question based selling. Josh says that life coaching does not have an agenda or ulterior motive. Otherwise, it just turns into manipulative mentoring. Questions allow people to sift through the limiting beliefs they have around accepting your offer. Listen to Nikki and Josh talk about the four levels of competency, global listening, and the questions that unveil deeper levels behind what's going on in a client's life. Nikki invites you to join the Sales Maven Society, don't miss this opportunity for you and Nikki to work together. Bring your questions, concerns, sales challenges, and she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click add to cart, and then checkout and use coupon code: 47trial to get your first month for $47.00!   In This Episode: [00:42] - Welcome, and thank you for listening! [01:28] - Josh Coats organizes a coaching program that allows entrepreneurs to get life coaching certification and business coaching together. [03:40] - Why does Josh call himself a “network tapper”? [06:10] - Josh talks about how he built a multi-six-figure business with LESS than 2k followers on Instagram. [09:01] - True coaching is the art of using questions to bring things out of other people. [11:32] - Life coaching does not have an agenda or ulterior motive. [13:57] - What should life coaches really seek to do for their potential clients? [15:47] - Josh talks about bridging your content with the way your ideal audience talks. [18:21] - What is global listening? [20:51] - You can be paid to do market research. [22:36] - Josh describes why understanding repeat answers and underlying issues gives your coaching an advantage. [24:31] - Listen to Josh's chiropractor story that highlights a major method to getting clients more inspired to accept your offer. [26:11] - Combine expertise and curiosity to bring new solutions to the forefront. [29:02] - Nikki reviews the four levels of competency. [31:57] - Nikki and Josh discuss the importance of knowing what you do and do not know. [34:51] - “Can you tell me more?” [37:40] - When you know the internal reasons of the issue, you can choose the approach to present your offer. [40:34] - As a life coach, you are the guide, not the solution. [42:24] - This movie genre is Josh's guilty pleasure. [45:22] - Which music instruments can Josh play? [48:11] - Josh shares what's coming up in his business. [50:50] - Thank you for listening. Nikki is so grateful you are here!   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com @yoursalesmaven Facebook | Twitter | LinkedIn | Instagram Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven   Find Josh: Josh Coats PUSH Coach Instagram  

For many small business owners, all it takes is a shift in mindset to see dramatic change. And on today's episode of the MORE podcast, Ricardo is joined by someone who knows exactly how to facilitate that change. Joe Siecinski, co-founder and owner of BrainSHARE, helps businesses become profitable enterprises, and today he's going to share what he knows. Building a system is like building a house - you need a blueprint and a foundation. Until you have a foundation, it's difficult to determine your target market, USP, and strategic marketing. Joe helps companies lay these bricks to build profitable businesses that grow. Anyone can utilize this framework to embrace change. Businesses floating around the 10M mark usually see more success because they've learned some of the challenges associated with their companies.  (In his experience, you aren't ready to learn until you get some scars.) But his teachings apply to everyone, and the specific levels might not be as relevant for you, depending on your ultimate career goals. BrainSHARE offers a beginner, intermediate, and advanced stage. Joe started the beginning level as the foundation that builds up depending on where the client is at the moment. Best of all, he created his framework into bite-sized chunks so anyone can easily digest the information.  There are practical applications with Joe's system: When we break our modalities and think strictly in terms of operations, sales, or marketing, we're going to fail.  Entrepreneurs need to be adaptable and need to see the whole picture. If you just look at one or two pieces of a puzzle, it won't make sense. You have to use the whole picture as a guide.  Joe's final takeaway? Set short, medium, and long-term goals, and celebrate when you achieve them! Your business is meant to support your personal life, not BE your personal life. Joe's Book and Podcast Recommendations: Secrets of Question-Based Selling by Thomas Freese The Goal by Eliyahu M. Goldratt Profit First by Mike Michalowicz Slicing Pie by Mike Moyer And anything by John Maxwell (like The 21 Irrefutable Laws of Leadership.) Most importantly, check out Joe's book, Brainshare: What Small Business Owners Need To Think About! Joe is offering listeners a free consultation to anyone, and his system is available by visiting brainshare.online. Joe is also offering a gift certificate to a podcast listener! To enter, simply send us an email at gmpodcast@mico.com.

This “Distributors Helping Distributors” webinar we are hosting Thomas Freese, the six-time best selling author of The Secrets of Question Based Selling. As Founder and President of QBS Research, Inc., Tom Freese is considered to be one of the foremost authorities on business development strategies, competitive positioning, and sales effectiveness training. He has worked with many Fortune 500 clients & their sales teams, including IBM, Merrill Lynch & Northwestern Mutual Life. Do you ask the right questions when prospecting? Do you know how best to establish credibility with a new buyer? How do you effectively drive the sale and close the deal? Tom shares his QBS Process, a PROVEN sales method with step-by-step techniques, to help you open more doors, and close more sales! --- Support this podcast: https://anchor.fm/theswagcoach/support

In this week’s episode Whatever you think of LinkedIn, one thing’s clear – you need to build an audience there… and then grow your relationship with your contacts by giving them valuable content. This week Paul talks about how frequently you should be posting content on LinkedIn Also on the show this week, a cyber security expert joins Paul to discuss how you can best demonstrate value to your clients around your security offerings Plus ever read a great book, but then forgotten the ‘take-away’ points? Paul has a fantastic solution to keep your knowledge alive Show notes Out every Tuesday on your favourite podcast platform Presented by Paul Green, an MSP marketing expert In talking about how often to post on LinkedIn, Paul mentioned the content about maximising LinkedIn from Episode 63 To buy or create a visual representation of your favourite book, you could try platforms like visualsynopsis.com, readingraphics.com, Pinterest, fiverr.com or upwork.com Find out more about Paul Green’s MSP Marketing Edge Paul’s special guest was Bob Layton from Digital Defense talking about how to demonstrate value with cyber security protection Thank you to Jake Gardner from Gunners Office Equipment for recommending the book Question-Based Selling by Tom Freese On May 25th Paul will be joined by Christian Fleming from Northstar IT talking about how to grow with great video marketing Please send any questions, ideally in audio-form (or any other feedback) to hello@paulgreensmspmarketing.com Episode transcription Voiceover: Fresh every Tuesday for MSPs around the world. This is Paul Greens MSP Marketing Podcast. Paul Green: Hi. Hello, and welcome to the show. Here’s what we’ve got coming up for you this week. Rebecca Finken: A lot of entrepreneurs, they run their businesses on egos and subjective emotions, which doesn’t always give you the real true picture. Paul Green: We’ve also got a great book suggestion later on about how looking after your people better can actually help your bottom line. I’ve also got an opportunity for you to get a free copy of my book on MSP marketing. If you don’t already have a copy, I’m going to be talk

In this week’s episode Whatever you think of LinkedIn, one thing’s clear – you need to build an audience there… and then grow your relationship with your contacts by giving them valuable content. This week Paul talks about how frequently you should be posting content on LinkedIn Also on the show this week, a cyber security expert joins Paul to discuss how you can best demonstrate value to your clients around your security offerings Plus ever read a great book, but then forgotten the ‘take-away’ points? Paul has a fantastic solution to keep your knowledge alive Show notes Out every Tuesday on your favourite podcast platform Presented by Paul Green, an MSP marketing expert In talking about how often to post on LinkedIn, Paul mentioned the content about maximising LinkedIn from Episode 63 To buy or create a visual representation of your favourite book, you could try platforms like visualsynopsis.com, readingraphics.com, Pinterest, fiverr.com or upwork.com Find out more about Paul Green’s MSP Marketing Edge Paul’s special guest was Bob Layton from Digital Defense talking about how to demonstrate value with cyber security protection Thank you to Jake Gardner from Gunners Office Equipment for recommending the book Question-Based Selling by Tom Freese On May 25th Paul will be joined by Christian Fleming from Northstar IT talking about how to grow with great video marketing Please send any questions, ideally in audio-form (or any other feedback) to hello@paulgreensmspmarketing.com Episode transcription Voiceover: Fresh every Tuesday for MSPs around the world. This is Paul Greens MSP Marketing Podcast. Paul Green: Hi. Hello, and welcome to the show. Here’s what we’ve got coming up for you this week. Rebecca Finken: A lot of entrepreneurs, they run their businesses on egos and subjective emotions, which doesn’t always give you the real true picture. Paul Green: We’ve also got a great book suggestion later on about how looking after your people better can actually help your bottom line. I’ve also got an opportunity for you to get a free copy of my book on MSP marketing. If you don’t already have a copy, I’m going to be talk

Episode #46:  Get ready to go on an incredible journey.  Tracy Beckhusen (T-Beck) allows us all to have a peek at what is really going on inside her and other agent's heads.  From being a bit of a wanderer to finding her home at Appreciation Financial and discovering she is a stud at sales, her story is a fascinating one!  Although she may not like the term "sales", she personifies and is an expert at Question Based Selling.  Tracy also opens up about dealing with adversity and the importance of having the support of family and your team.  Do not miss this one guys!  Bio:Tracy Beckhusen is currently an Agency Vice President with Appreciation Financial residing in Lemon Grove, CA, and supporting her team of agents virtually across the country.  Tracy has a Master’s degree in Organizational Management and is currently the President of TLC Ventures.  Since joining Appreciation Financial in 2014, she has earned her 100k Ring, 2 100k getaways, is a member of the monthly 10k club, and in 2016 qualified for the “High Steppers Club” earning her Christian Louboutin red bottom shoes.Prior to working with Appreciation Financial, Tracy was an HR Manager and an Elementary School Teacher.  She has always had a love for education and is proud to now be educating our educators on how to maximize their pension and retire into the life they dreamed of and deserve.Outside of AF, Tracy enjoys road trips, swimming, and volunteering at a local dog shelter.  She has 7 nieces and nephews, 12 great nieces and nephews…and another great nephew debuting in June.  She prides herself on being the world’s best aunt…you may want to challenge that, but she will never relinquish that self-proclaimed title.Contact Tracy:Email: tbeckhusen@appreciationfinancial.comFacebookLinkedIn

In this solo episode, I will share 3 key steps for you to know the true needs of your prospects. The first 2 steps are preparation and attention. You need to prepare for the call by researching the client, their industry, and the company. You also need to be attentive to pinpoint what I call as “sparks,” which will guide you in taking the third and probably the most important step. What's this step? What are sparks? How can you implement these steps strategically?  Let's listen to this episode and learn the 3 key steps to get prospects to open up to you!  In this Episode: [00:01 - 03:04] Opening Segment Boost your EQ by 10% and your sales by 20%! Free e-course link below I introduce our topic for today [03:05 - 08:46] More Than Just a Buyer What do buyers think of salespeople? I break down the numbers Understand the other person better As a prospect  As an individual  [08:47- 13:01] Art of Listening  Understand the industry where you belong I tell you why Where to look for information most important to the company? The steps to take to listen to the client better [13:02- 23:45] The Right Questions   Treat the prospect like a friend  Watch YouTube videos and look for this  The right questions to ask the prospect  [23:46 - 26:10] Closing Segment The last thing you should do for a prospect  Final words from me Tweetable Quotes: “If you feel like something might be important to this person…there's a good chance that you might be right.” - Greg Rice “If you prepare heavily, if you focus on being aware of their emotional responses in real time, and you go through a questioning strategy...you're much more likely to walk away from that meeting with a clear and accurate view of what your client's real issue is.” - Greg Rice Resources Mentioned:  FREE e-course to master body language and micro-expressions to boost your EQ by 10% and sales by 20%. Check it out https://bit.ly/3bGGN2Z (here).  https://seekingalpha.com/ (Seeking Alpha) https://www.scienceofpeople.com/about/ (Vanessa Van Edwards) Book: https://amzn.to/3jQM8qi (Secrets of Question-Based Selling)   You can connect with me on https://www.linkedin.com/in/gregricecxeffortgeek/ (LinkedIn), https://twitter.com/gregjrice (Twitter), https://www.instagram.com/gregjrice/ (Instagram), and https://www.facebook.com/gregory.rice.372/ (Facebook). Join https://www.facebook.com/groups/jointhecommunicationnation/ (The Communication Nation) and learn from others in the community. Feel free to email me at gregrice79@yahoo.com, I'd love to hear from you! Want more help with your digital marketing? Go to my website https://gregjrice.com/inflection/ (https://gregjrice.com/inflection/) and let's have a conversation. LEAVE A REVIEW + help someone who wants to expand their communication capacity by sharing this episode and listen to our previous episodes.

Cody Loughlin, the host of Money Talkers, talks about the importance of being quiet after asking the questions in the sales process and the impact that this discipline made in his career. Money Talkers is bringing financial education to young peopleCheck out the Money Talkers episode where Cody and I talked about, "Where There's a Why There's a Way." https://podcasts.apple.com/us/podcast/money-talkers/id1492764753?i=1000484656068Support the show (http://www.allthingstelesales.com)

SHOW NOTESSDR Chronicles-In 2014, inspired by Dwayne “The Rock” Johnson, Morgan decided he needed to begin building a personal brand so he posted a video to Facebook.-He continued to make videos and this evolved to live streaming and then eventually to the creation of a YouTube channel.-After seeing Gary Vaynerchuk's keynote speech emphasizing the power of building your own brand at 2016's Rainmaker conference, he began the SDR Chronicles.Mastering Video-Not only did he continually create videos, Morgan studied the best video content creators and reached out to their audiences to get a better grasp as to why people wanted to watch them.-Morgan came to the conclusion that great creators were open, concise, told a story, and left you with something actionable. They were able to find a balance between being true to themselves and creating content that resonated with their audience.-You don't need fancy equipment. While it's nice, the most important aspect is that you talk about something that you care about. This is what people will connect with.Video for Sales-When selling, think about your video as a movie trailer: if the trailer is good people will want to move forward and watch the movie, or in the sales industry, move forward with a discovery call.-Keep your video to 90 seconds or less and use a repeatable formula. Morgan starts by laying out the reason for the video, mentioning a trigger or problem the audience is going through, defining a solution, and then ending with a call to action.-Remember to smile and have a nice background.Sales Background-After graduating with degrees in Sports Management and Finance, Morgan realized the world of being a sports agent was not for him so he began public speaking.-While speaking was a passion and he began to be paid, it wasn't making a ton of money, so he turned to sales.-While attending an event in Atlanta a friend mentioned a company that had just been funded and Morgan cold-called the VP of Sales. He eventually interviewed for an SDR position.Heroes-While people admire superheroes, it's hard to connect with someone that's perfect. We adore the people that we see as heroes, but that are vulnerable and show us what's happening behind the scenes.-What drives Morgan is creating impact. With the SDR Chronicles he wanted to create something that he needed while working as an SDR.Resources-The SDR Chronicles-Secrets of Question Based Selling by Thomas FreeseSend in a voice message: https://anchor.fm/othersideofsales/messageSupport this podcast: https://anchor.fm/othersideofsales/support

Access FREE Resources from QBS Research and Thomas Freese here    Discover MORE about the Question Based Selling Methodology and Tom's 2-Day Training Course here 

Our guest is Paul Cherry.  Paul is the President and Founder of Performance Based Results which delivers intense customized sales workshops, coaching, and leadership programs to companies throughout North America.   Paul and I start the podcast discussing the importance of “question based selling”. The reality is that asking thought provoking questions and understanding the why and what motives your prospects will improve your selling performance. But before we get into the conversation.   I want to thank our sponsors The Marketer Quarterly and Sales@Scale.    If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com.   Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com 

Takeaways Remind Prospects of Their Priorities: When you’re talking with a prospect and seem to be slipping or losing ground, it’s your responsibility to remind them of why they’re even in the conversation to begin with. Ask them questions that harken back to the pains they’ve divulged, the goals they’ve shared, and try to dig into the emotional side of their brain. Remember, they are the ones that have the problem, not you. Email Should Not Look Automated: With nearly everyone trying to use some sort of automation these days, it’s very important to humanize your outreach. By that, I mean you should make it to the point that with every email you send, literally no one else could have been sent the same message. Some of the things Gabe mentioned and that I’ve seen work as well are: all lowercase subject lines, super short messages that get right to the point, any kind of personalization, and yes, even misspellings from time to time. Tailor Your Words, Tone, and Body Language: How people interpret you is guided by their social environment and background. What you think a word means could be received completely different by someone who grew up in another part of the country. Additionally, tone, the way you say something, can also change the meaning behind the words you say. It some circumstances it can even change heart rate and body language. These are things to keep an eye on while having conversations with prospects to make sure what you’re meaning to do is received how you’re expecting it. Full Notes https://www.salestuners.com/gabe-moncayo/ ‎ Book Recommendation Secrets of Question-Based Selling by Thomas Freese Sponsor Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do.

Title: Avoid Growing PainsTopic: How you can grow your business healthfully … for it and for YOU!During this edition of CareyBrosPros, you’ll find out: ➢How growing too fast depletes your resources. ➢How delegating and training helps you grow successfully. ➢That hiring well is a skill worth developing!Guest: Brad Smith – President of Stellar Insight Website: www.StellarInsightInc.com Phone: (360) 260-0138 3 Points for Success – from Brad Smith: ➢To Hire better: get Topgrading by Bradford Smart on Audible and listen to it while driving. ➢To get more time for yourself: do the “Bucket List” exercise - write down all the things you do in a week/month and put it into % of total time – then, build a “delegation list” for the things you have no business doing. ➢Build a training process for the habits of doing the right thing at the right time into each employee, and they will work smarter.Brad also recommended the book: Secrets of Question-Based Selling by Thomas Freese. #business #businessgrowth #construction #hiring #hiringsmart

Title: Avoid Growing PainsTopic: How you can grow your business healthfully … for it and for YOU!During this edition of CareyBrosPros, you’ll find out: ➢How growing too fast depletes your resources. ➢How delegating and training helps you grow successfully. ➢That hiring well is a skill worth developing!Guest: Brad Smith – President of Stellar Insight Website: www.StellarInsightInc.com Phone: (360) 260-0138 3 Points for Success – from Brad Smith: ➢To Hire better: get Topgrading by Bradford Smart on Audible and listen to it while driving. ➢To get more time for yourself: do the “Bucket List” exercise - write down all the things you do in a week/month and put it into % of total time – then, build a “delegation list” for the things you have no business doing. ➢Build a training process for the habits of doing the right thing at the right time into each employee, and they will work smarter.Brad also recommended the book: Secrets of Question-Based Selling by Thomas Freese. #business #businessgrowth #construction #hiring #hiringsmart

"Selling isn’t a verb. Selling is what happens when you solve other people’s problems. " Thomas Freese is a best-selling sales methodology author and Founder of the Question-Based Selling methodology. Over the years, Thomas has trained sales teams at companies such as SAP, Wells Fargo, Microsoft, and EMC, among others. Prior to Question-Based Selling, Thomas was an individual sales rep and achieved 200% to his quota for seven consecutive years. In this episode, we discuss key fundamentals for sales execution, how losing can create opportunity and how to pique your customers' interest with curiosity. Sign up for the weekly Millennial Momentum Newsletter. No BS, All hustle

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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. Questions or Comments? Send them to: ty@petliferadio.com More details on this episode MP3 Podcast - Question Based Selling With Tom Freese with Ty Brown

Tom Freese, author of Question-Based Selling, says that sales managers are missing a critical ingredient--the ability to create curiosity.

Author of Question-Based Selling dicusses how to keep docs engaged.

How do you get busy physicians to engage in productive conversations? Learn how to use question-based selling to improve the quality of your interactions.