Tom Freese took a number of the sales programs when he first got into sales but was frustrated as he found they didn't tell him "how to sell". After seven years of doubling sales quota Tom decided to write the first of five books that describes a methodology he says has no beginning and no end, is based on softer skills, and focuses on execution. One example he shares is the need to leverage curiosity in order to establish credibility with your prospect. He explains why the typical elevator speech isn't effective in helping you establish credibility and set the foundation for a relationship.

Tom Freese is President of QBS Research, Inc. and recognized as one of the foremost authorities on strategic sales methods and buyer motivation. QBS Research, Inc. is the company that developed Question Based SellingTM, and delivers QBS Methodology Training programs to sales organizations all over the world.

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