Bob Beck Explains Quid Pro Quo Sales Training

12/10/2009 at 12:20 pm 4 comments

What is being explained is Quid Pro Quo Sales Training and why you should consider it if you are a sales professional who is struggling to reach sales quota and can’t figure out why it’s not happening?  You are not alone and it could be you are not employing the Quid Pro Quo Selling approach.

What is Quid Pro Quo Selling™? Quid Pro Quo Selling™ is that anytime a prospect asks for anything, the sales person must get something reasonable back in return.

A reasonable return might be access to a higher level, a meeting, getting competitive information, or it could mean a thousand other things.  There is always information and access sales people want/need throughout the sales cycle .  Using the Quid Pro Quo approach to help themselves gain this information and stay in control of the sales cycle makes all the difference.

In a recent Quid Pro Quo Sales training class, I informed the group that their new compensation plan for the year included them paying for any marketing literature they use.  I told them pocket brochures were $5, inserts were $1.50 each, and when they mailed out the materials, they had to pay for their own postage.  Of course, right before they strung me up, I told them I was only kidding.  But, the point was made.

I followed up with the question, “If that was the new plan would they conduct themselves differently?”  The wrong, but honest answer was yes.  From a sales person’s perspective, it’s not the cost of literature that will hurt you, it’s the lack of control.

Quid Pro Quo Sales training teaches you an approach that details how to control the sales cycle while employing a consultative sales approach and putting it in a framework of an authentic franchise mentality.

For sales experts and organizations that understand the opportunities this market present to them they will not only survive they will thrive.

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Entry filed under: Author Bob Beck, quid pro quo sales training, sales training bob beck, Solution Selling Bob Beck. Tags: , , , , .

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4 Comments Add your own

  • 1. ANDY SUBANDONO  |  12/10/2009 at 12:36 pm

    Thank you for your information, I hope this information is very useful to others.

    Reply
  • […] selling is about how you control the entire sales cycle by offering a solution.  Quid Pro Quo sales training teaches you how to control the sales cycle as you develop an authentic consultative solution […]

    Reply
  • 3. Sara  |  07/23/2010 at 8:13 pm

    A Sales Guru you are Bob Beck. Thank you for so much information on Quid Pro Quo Sales Training and solution selling. You are a genius.

    Reply
  • 4. Karen  |  01/12/2011 at 3:12 pm

    I’m just starting out in my sales profession. I love every bit of selling but didn’t realize I should engage in sales training and it looks like the Quid Pro Quo Sales Training method is a perfect fit. I’m goinig to search around and read more of you posts on Quid Pro Quo Sales Training. Thanks for the great info.

    Reply

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