Glad You Asked
You know your product’s capabilities. You know how those capabilities can serve as solutions to common customer needs. You have honed your…
Continue ReadingSatisfaction . . . A Far Cry From Loyal Customer
Customers expect to be schmoozed by salespeople. They expect that in the course of this schmoozing, the salesperson will at least pretend…
Continue ReadingCommitment Objectives: The Missing Key to Transformation
I love to meet with Action Selling ® clients. It’s not just that I want to stay in touch. It’s because they…
Continue ReadingCan’t Close A Sale? Maybe You Never Opened It
You’ve kept trying, and the prospect has finally agreed to talk to you. But she made it clear that she can only…
Continue ReadingPrice Competition Study
Escaping the Price Trap! The Sales Board's Price Competition Study was undertaken in an effort to provide hard data to aid in…
Continue ReadingLearning It Is One Thing, Doing It Another
Learning It Is One Thing, Doing It Another I am frankly embarrassed to work in an industry whose products have a 90…
Continue ReadingIs Your Sales Force Obsolete?
Don't Just Train. Train and Certify. This white paper is going to explain some things about the nature of learning and behavior,…
Continue ReadingNever “Wing It”
Research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. …
Continue ReadingFirst, They Must Buy The Salesperson
In any major sale, a prospect makes a predictable series of buying decisions that lead up to the final purchasing decision. The…
Continue ReadingHow Will This Buying Decision Be Made?
Three-quarters of the secret to professional, strategic selling boils down to asking the Best Questions and listening carefully to the answers. Most…
Continue ReadingDo Salespeople ‘Buy’ Your Training?
Companies spend about $1 billion a year to deliver training to their salespeople. Ninety percent of that sales training fails to produce…
Continue ReadingProspecting Woes? Get A Better Strategy.
In prospecting, your objective most often is to persuade a new customer to agree to meet with you face-to-face. To gain that…
Continue ReadingSales Training Failure? Try Teaching the Right Things.
Sales training consumes time and costs money. If training does not produce meaningful, long-term performance gains in a sales force, then it’s…
Continue ReadingAlways Sell Solutions – But How?
Salespeople are commonly told to sell "solutions" and "value" rather than just product features. But when the time comes to present their…
Continue ReadingAsk For Commitment – Every Time
Salespeople are called upon to perform many duties, from customer training to market analysis. But we must never forget the primary value…
Continue ReadingTrouble With The “Whatchamacallit”
In every other business function (accounting, engineering, operations) there are documented processes, common cultures, and established vocabularies with terms that are clearly…
Continue ReadingWhat’s Really In It For Me?
That is the question on every customer’s mind. It is the final determiner of every buying decision. Unless you are talking to…
Continue ReadingWho Is This Customer Really?
A lot of salespeople are good at organizing. Some are even good at strategizing. But very few know how to use those…
Continue ReadingGet Your Foot In The Door
Do you procrastinate and spin your wheels to avoid the dreaded task of prospecting for new clients? Call reluctance is a common…
Continue ReadingYour Greatest Asset
The greatest hidden asset in any company is the untapped potential of its sales force. The best investment opportunity available to any…
Continue ReadingTeach Skills That CAN be Taught
There are three basic necessities for a sales training/certification program that will produce lasting performance gains and a positive, measurable ROI.– The…
Continue ReadingBegin With a Business Plan
The following are three fundamental requirements necessary for sales training and certification to produce lasting gains in sales performance and a positive,…
Continue ReadingAre You Getting Customer Loyalty All Wrong?
Companies that want to capture more business from their existing customer base often devise loyalty programs as the means; they combine discount…
Continue ReadingFrom Satisfied to Loyal
Research shows that even a customer who is perfectly satisfied with your company, your products, and your salespeople will nevertheless leave you…
Continue ReadingThey Can’t Sell Loyalty If They Don’t Feel It
If customer loyalty means a bond that will outlast the next attractive offer from your competitors, then loyalty cannot be bought with…
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