Course > Overview
QBS Course Content Overview
QBS OnLine is actually three programs in one. The first ten modules of the course make up the Base QBS Methodology, followed by five additional Advanced QBS modules. As a bonus, the Managers and Coaching utility offers step-by-step advice on how to support the implementation of each of the core components of Question Based Selling.
Base QBS Methodology (Modules 1-10)
The first ten modules of QBS OnLine take users through the core components of the QBS Methodology. Our course content has also been uniquely formatted, using advanced adult learning principles, to accommodate a wide range of learning styles that meet the needs of visual, auditory, and kinesthetic users.
The Base QBS Methodology should not be confused with traditional sales training courses, however, as much of our time is spent undoing sales philosophies that no longer apply in the context of today's increasingly competitive business environment.
In addition to the broad range of course activities enabling users to customize QBS around their specific business situation, each module finishes with a review test that will help you gauge your comprehension of the covered material.
Advanced QBS (Modules 11-15)
For salespeople who want more than a foundational understanding of the core concepts within Question Based Selling, the Advanced QBS program was created to take your professional selling skills to the next level.
In college, getting extra credit only affects your report card. In the real world, going the extra mile can increase your income, your competitive position in the marketplace, and your stature in the eyes of your peers and respective company.
If you have a desire to achieve high levels of excellence in the profession of selling, and you want a significant competitive advantage, then you have an opportunity to make an investment in yourself and your future with Advanced QBS.
Managers & Coaching Utility
What's the best way to support a successful implementation of QBS? Step number one is to educate your sales team on Question Based Selling, either in the classroom or using QBS. Step number two is to empower your sales leaders and managers to become better coaches.
The most important sales management challenge every company faces is the same-How to duplicate the success of top performing salespeople?
Human nature says that people will gravitate to whatever feels most comfortable-which by definition, is whatever they did before the training. The goal when implementing QBS reaches beyond the initial step of just understanding the concepts, to create lasting habits that can be duplicated in ways that will increase the effectiveness of the entire sales team.
The QBS Managers & Coaches Utility includes thirteen titles where managers can zero-in on the implementation of specific QBS activities and techniques, to quickly bring those concepts back to the surface and offer tips on how to reinforce the desired behavior.