The New Action Selling ®: Act 8: Confirm the Sale
Act 8 Confirm the SaleHow pros fight FUD.Matt and Joe walked off the plane and into Concourse B at Denver International Airport.…
Continue ReadingDon’t Look Now, But Your Sales Culture Gap Is Growing
Every business leader wants a productive, efficient, and effective sales organization—one that consistently hits quota. So why do recent studies suggest that…
Continue Reading9 Acts of Selling: How to Ask for Commitment in Sales
63% percent of all salespeople don’t ask for commitment. Why? Because you have to ask for it — and asking for commitment in…
Continue Reading9 Acts of Selling: The Right Way to Approach the TFBR Process in Sales
Most salespeople are trained to think two-thirds of their selling takes place when they have the chance to describe their product features…
Continue Reading9 Acts of Selling: How to Enhance Your Company’s Appeal in Sales Presentations
If you succeeded in the first four Acts, the prospect will be warmed up to you or your salesperson. In the fifth…
Continue Reading9 Acts of Selling: Agree On Need — How to Show a Sales Prospect You Listened
If you’ve been following along with the previous Acts — Act 1, Act 2 and Act 3 — you’re likely to assume…
Continue Reading9 Acts of Selling: Questions to Ask Customers When Selling a Product or Service
When it comes to successfully making the connection needed to sell a product, there’s one undeniable truth: it’s not what you say,…
Continue Reading9 Acts of Selling: The Importance of People Skills in Sales
People skills are crucial in sales because they facilitate effective communication and build rapport with clients, fostering trust and understanding. After all,…
Continue Reading9 Acts of Selling: The Commitment Objective
You'll never move the sales process forward as quickly or as effectively as you'd like if you aren't setting commitment objectives. A…
Continue ReadingYour Secret Sauce Starts With Planning
A lot of deals are won (or lost) in the pre-call plan. For many reasons, I could say that Act 1 of…
Continue ReadingIt’s All in the Timing
How many human endeavors can you think of in which timing is critical? In the world of sports alone, examples are endless.…
Continue ReadingFrom Salesperson to Business Partner
Almost all salespeople who become certified in the Action Selling ® system see their performance improve, often dramatically. But for some, the…
Continue ReadingIf You Want “Sticky” Customers, You Need A Sticky Work Force.
How many things do you feel you know for sure about how to create loyalty in customers? I can think of at…
Continue ReadingAlways Ask for Commitment
Salespeople are expected to perform many duties, from market analysis to customer training. But in the end there is only one reason…
Continue ReadingIt’s Never Too Late
Here is a question from an Action Selling ® customer who happens to sell industrial pumps:“One of our potential clients is a…
Continue ReadingThe Magic Of Three
Salespeople know that they’re supposed to sell to the customer’s needs. Here is the classic—and tragically wrong—way they usually learn to do…
Continue ReadingPrecision Makes Perfect
When salespeople understand Action Selling ® at a deep level and use it with precision, they don’t just win more business, they…
Continue Reading“Why Do I Need to Know This?”
It seems as if every time I come up with a new, brainy idea, I find out that someone else already had…
Continue ReadingThe Evolution of a Sales Pro
Action Selling ® has been described by enthusiastic learners as a major GPS for navigating the sales process. Even veteran salespeople who…
Continue ReadingWhat’s Your Integrity Worth?
Most likely the people who tell you about their integrity probably have a problem with it. Integrity is not something that you…
Continue ReadingMake Selling a Team Sport
In many companies, salespeople essentially are left to their own devices. They walk into complex, business to business selling situations, with multiple…
Continue ReadingHow to Conduct Effective Sales Calls
Some sales calls progress in a logical order, building momentum toward a successful outcome. Many more are poorly planned, unfocused, and a…
Continue ReadingWant Truly Loyal Customers? Align Sales and Service.
Everyone loves to talk about customer loyalty, but what does that mean, really? I argue that customers are not genuinely loyal to…
Continue ReadingStop Objections and Sell Your Price
When a price objection surfaces, most salespeople crumble. Or, they take the path of least resistance and match a competitor’s price. Salespeople…
Continue ReadingThe Self-Correcting Sales Process
We get a lot of gratifying compliments about our first book, “Action Selling ®: How to Sell Like a Professional, Even If…
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