Of course, implementation is the key to success with any sales methodology. And, human nature says that without reinforcement, people will gravitate back to whatever feels most comfortable. This brings us to an important crossroad in your development as a sales professional—either to continue with the status quo, or make a conscious decision to step outside the box of traditional thinking and separate yourself from the "noise" in the marketplace.
In addition to improving your own selling skills, I have discovered that a similar opportunity exists to increase the sales skills and effectiveness of the broader organization. Hence the goal of this book extends far beyond the base concepts taught in Question Based Sellingâ„¢, to focus on the larger opportunity of "culturalizing" the QBS Methodology across the entire sales organization.