What is “The Quarter Method”?
TQM Inc., was founded with the single thought that every decision you make will proceed in black and white steps, or put more simply; we live in a go or no go reality.
You either made the decision or you didn’t, you made the sale or you didn’t, you either succeeded or you didn’t!
While we recognize there can be numerous influences affecting every decision made, we also realize that when the decision goes against you, it inevitably goes in favor of someone else. This is the nature of business.
By training ourselves to analyze each decision and why the decision is being made, we can learn how to manipulate a vast majority of those numerous influences to make them go in our favor.
Why We Use the Quarter
Imagine if you could have a tool that reminds you to make decisions using your head, and that same tool alerts you when you are making decisions that will get you put out on your tail.
For us, that tool is the US Quarter. President Washington represents the thinking side of the coin, or the “Head”; and the eagle represents the bad decisions of the ill prepared or the “Tail.”
The only thing left was to develop the system of training to teach average sales persons to be amazing sales professionals.
We call it “The Quarter Method” and it is incredible!
The Quarter Method sales training system combines a revolutionary process development program, a proven psychology process, and a paradigm changing closing linguistics system. The results are breathtaking! We offer corporate sales training, online sales training, and sales training seminars.
For more information just fill out the contact the TQM Team form and hit discuss.
What Are Relationship Sales?
Relationship Sales are simply defined as any sale to a client with a need or expectation of a long-term business relationship. Typically identified by numerous sales over many years. In this type of sale the seller and the buyer develop a relationship based on mutual benefit and over time become trusted colleagues, advisors, and possibly even friends. Most importantly, the relationship eliminates industry competitors. You know you have created a strong relationship sales process when a majority of your clients stop taking bids from your competitors.
Why Are Relationship Sales Critical?
Relationship sales create trust between both parties. The created trust is earned on both sides of the sale. All parties involved in a sale come to the table “guarded” to begin the relationship. Through the course of the sale both parties are evaluating each other for Honesty, Commitment, Knowledge, and Integrity. A strong sales process will satisfy all of these key factors, while placing the client at-ease about the expected commitment. Bad sales practices like price gouging, lying, over-promising, bad ethics, shoddy work or process or product, and aggressive sale practices, will negatively affect your brand and your value.
Perception Influences Profit!
All sales are influenced by perception. From retail branding all the way up the chain to business to business dealings. Buyers are willing to pay a certain price based on the perceived value of the brand or the sales person. For retail sales, brand is a large percentage of perception of value. In B2B transactions, brand can be an influencer, usually as a negative, but the evaluation of the sales person is generally much more heavily weighed. The salesperson is the representation of the brand, so the salesperson is responsible for establishing trust with Honesty, Commitment, Knowledge, and Integrity. Without this trust development, the brand value and the overall perception is lower. With this trust, perception is vastly improved and by design so is the client’s perception of value!
Everything Else is One-Off Selling!
One-off selling is simply defined as a sale that does not develop a mutual benefit relationship. Buying a hot dog from a street vendor would be an example of a one off sale. Although you, in all probability, will buy another hot dog in the future, the vendor generally does not develop clients. A business savvy vendor may try to create a relationship with their customers by using mailing lists for coupons and loyalty cards. However, since you feel no obligation to only buy hot dogs from one vendor this is not a true relationship sale. Client loyalty is the objective behind the relationship sales process.
TQM Core Values