Answer A Question With A Question
Every day countless sales are lost because salespeople blurt out simple answers to what they mistakenly see as simple customer questions. The…
Continue ReadingNeed a Strategy? Let Buyers Guide You.
You don’t need all the right answers in order to create a winning sales strategy. You need the right questions. When you…
Continue ReadingMake Every Buyer a Coach
Of all the tragic misconceptions that afflict salespeople in selling environments with multiple buyers, the worst might be the notion that lower-level…
Continue ReadingWhy Do They Talk Price Too Soon?
If your salespeople have studied the Action Selling ® System, they’re aware of the research-proven fact that every customer makes Five Key…
Continue ReadingThe Best Sales Process Wins
In business to business selling, the race does not go to the swiftest. It might go to the biggest or most famous…
Continue ReadingHow Hard Does Building Loyalty Have to Be?
Good sales training can teach you how to make more sales. Great sales training teaches you how to create more custom Good…
Continue ReadingSales Training: It’s Not Just for Salespeople Anymore
If you have practiced the Action Selling ® system, then you have experienced the joy and satisfaction of making sales calls like…
Continue ReadingTechnology Industry Sales Training: Buyer/Seller Relationship Skills
TECHNOLOGY INDUSTRYIMPROVEMENT IN CRITICAL SALES SKILL #1: BUYER/SELLER RELATIONSHIP SKILLSBUYER/SELLER RELATIONSHIP is the salesperson’s knowledge of and ability to use a sales…
Continue ReadingProfessional Services Industry Sales Training: All Skills Combined
PROFESSIONAL SERVICES INDUSTRYIMPROVEMENT IN ALL CRITICAL SALES SKILLS COMBINEDMastery of the sales process requires salespeople to achieve Knowledge and Application scores of…
Continue ReadingThe Value of a Sales Plan
Time is money, and customers know it. If they invest their precious time in you by agreeing to let you make a…
Continue ReadingDid You Get Some Training?
Everyone in the sales training business is teaching salespeople that they need to ask more and better questions. They instruct you to…
Continue ReadingTiming: An Unappreciated Sales Skill
How many human endeavors can you think of in which timing is critical? In the world of sports alone, examples are endless.…
Continue ReadingSales Training in Action: What a Difference a Plan Makes
One of my all-time favorite voicemail messages came from George Hudson, an account executive for Perfecto Tool & Engineering in Anderson, Indiana.…
Continue ReadingWhat’s Your Plan?
Are your sales training programs based on a coherent sales system, or are they more like a grab bag of tips and…
Continue ReadingSales Training in Action: Rx for Great Presentations
Daktronics Inc. of Brookings, S.D., is in the business of electronic signage. Most of its products are relatively small, intended for use…
Continue ReadingAre You Selling Quantity or Quality?
If you have sharp enough sales skills to ask great questions and uncover a precious few vital needs that a customer truly…
Continue ReadingSales Training in Action: First, Redefine Your Product
“It is awesome to see the growth in confidence in our sales force after we got everyone crystal clear about our sales…
Continue ReadingWhy You Need to Redefine Your Product
On any given sales call, what are you actually there to sell? Suppose I said that in most sales calls, your “product”…
Continue ReadingSales Training in Action: The Joy of Commitment Objectives
Even a lot of veteran salespeople have never encountered sales training that introduces them to the concept of Commitment Objectives. They’re often…
Continue ReadingNo Commitment Objective? Then No Sales Call
The Commitment Objective is the foundation stone of Action Selling ®. Everything else in the sales system hinges on the idea that you must…
Continue ReadingSales Training in Action: The Question as Art Form
Selling is both science and art, of course, but where does one end and the other begin? Here’s why the answer matters:…
Continue ReadingThe Art of Selling
Several things about selling are still terribly exciting to me. One, of course, is landing a deal. Another is seeing the moment,…
Continue ReadingSales Training in Action: Transform Your Hiring
How’s your batting average in hiring new salespeople? Since the cost of a poor hiring decision in the sales field commonly runs…
Continue ReadingWhy Not Hire Greatness?
When you hire salespeople, you probably look first and foremost for experience in your industry, product knowledge, and a strong background in…
Continue ReadingSales Training in Action: The Commitment Objective
What is the first step toward fixing a sales mistake that alienates customers and costs you business? You have to recognize that…
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