Structured Sales. Human Delivery.
Designed for B2B sales teams in the SME market.
Give your sales team a clear, practical framework for running better conversations, building stronger pipelines, and converting more of the right customers. Q-RED™ combines structured, repeatable sales steps with genuine human connection, so your people stay confident, consistent, and customer-focused.
- Strengthen sales capability across your whole team
- Improve qualification, discovery, and decision momentum
- Build a more predictable, higher-quality pipeline
Q-RED™ Sales System
Structured Sales. Human Delivery.
Designed for B2B sales teams in the SME market.
SME sales teams don’t need more noise, theory, or “rah-rah” motivation. They need a clear, simple system that guides conversations, builds confidence, and consistently converts the right customers.
That’s exactly what the Q-RED™ Sales System is designed to do.
Developed by Touchstone Training & Coaching, Q-RED™ is a modern, practical sales framework that blends structure and humanity:
- Structured Sales → a clear, repeatable process
- Human Delivery → genuine connection, trust, and confidence
It’s built specifically for B2B sales professionals in the SME market.
What Is the Q-RED™ Sales System?
The Q-RED™ Sales System strengthens four essential capabilities that drive predictable, high-quality B2B sales performance:
Q — Qualify
R — Requirements + Rapport
E — Evidence + Enthusiasm
D — Decision
What makes Q-RED™ different is its hybrid design. Each pillar combines:
- Measurable, customer-focused actions, and
- Human skills like trust, confidence, and communication.
This gives your team the discipline of a strong process without losing their personality or authenticity.
Q — Qualify: Prioritise the Right Prospects
High performance starts with high-quality opportunities.
In the Q-RED™ Sales System, your sales team learns how to:
- Quickly assess fit and intent
- Apply BANT (Budget, Authority, Need, Timeline)
- Identify real urgency and buying triggers
- Decide which opportunities to prioritise
Outcomes of stronger qualification:
- A cleaner, more accurate pipeline
- Less time wasted on low-value deals
- More conversations with real buyers
- Improved forecasting and team focus
Qualification becomes the gatekeeper of your pipeline, ensuring energy is focused where it matters most.
R — Requirements + Rapport: Diagnose Before You Prescribe
This is the engine room of the Q-RED™ Sales System.
Instead of treating “rapport” as small talk, R combines Requirements (structured discovery) with Rapport (genuine human connection).
Requirements (Measurable Discovery)
- Uncover the customer’s real problem and root causes
- Identify the commercial impact of inaction
- Clarify their requirements and success criteria
- Map all key stakeholders and influencers
- Reveal hidden needs competitors often miss
This positions your salesperson as a trusted advisor, not just another vendor.
Rapport (Human Connection)
- Curiosity and active listening
- Empathy and understanding
- Clear, honest communication
- A collaborative, supportive approach
Rapport makes discovery easier. Discovery deepens rapport.
Together, Requirements + Rapport deliver commercial clarity through genuine connection.
E — Evidence + Enthusiasm: Build Buyer Confidence
Modern B2B buyers need both proof and belief.
Evidence (Commercial Confidence)
- Relevant case studies
- Clear results and success stories
- Simple ROI proof and before/after comparisons
- Practical frameworks and insights
- Knowledge that shows true understanding of the buyer’s world
Enthusiasm (Human Confidence)
Evidence matters — but how it’s delivered matters just as much.
This principle remains central: Enthusiasm is infectious.
- Communicate with clarity and energy
- Show genuine belief in the solution
- Use tone and body language to build trust
- Keep conversations positive and forward-moving
Enthusiasm transforms logical evidence into emotional certainty.
D — Decision: Create Clarity, Momentum & Positive Urgency
This is where opportunities are won — or quietly stall.
The Q-RED™ Sales System helps your team guide prospects toward a confident, timely decision, without pressure.
- Summarise the problem, solution, and value
- Address remaining concerns openly
- Set and confirm next steps and timelines
- Reduce delays and avoid “maybe later” outcomes
- Create positive urgency based on value, not pressure
The goal isn’t a hard close — it’s a confident, honest decision.
Why Q-RED™ Works So Well for SME B2B Sales Teams
- Structured yet human — a reliable process without sounding scripted
- Simple enough to use every day
- Built around customer-focused actions
- Measurable and coachable at every sales meeting
- Supports a 200%+ achievable ROI on sales training & coaching
Where Q-RED™ Fits in Your Sales Process
| Sales Stage | Q-RED™ Pillar | Primary Outcome |
|---|---|---|
| Lead / Initial Contact | Q — Qualify | Quality pipeline and realistic opportunities |
| Discovery Conversation | R — Requirements + Rapport | Deeper insight and stronger trust |
| Proposal / Presentation | E — Evidence + Enthusiasm | Clear value and buyer confidence |
| Closing / Follow-Up | D — Decision | Confident commitment and forward momentum |
The Result: A More Confident, Capable, High-Performing Sales Team
- Better qualification and fitter opportunities
- Stronger customer relationships and trust
- More confident, structured conversations
- Improved conversion rates and deal velocity
- Less ghosting and fewer stalled opportunities
- A healthier, more predictable pipeline
Most importantly, Q-RED™ delivers sustainable performance improvements, not just short-term motivation.
Want to See the Q-RED™ Sales System in Action?
Schedule a Discovery Call
Let’s explore how the Q-RED™ Sales System can strengthen your team’s capability, confidence, and performance.
© Touchstone Training & Coaching. All rights reserved.
Q-RED™ Sales System is a trademark and proprietary methodology of Touchstone Training & Coaching.
Unauthorised copying or use of this framework, in whole or in part, is prohibited.
