Selling Skills Archives - Page 18 of 25

Sales Training in Action: The Commitment Objective

Posted on March 28, 2016 By Eric Faulkner

What is the first step toward fixing a sales mistake that alienates customers and costs you business? You have to recognize that you did, in fact, make a mistake. And you have to know what the mistake was. That’s one way that great sales training can come in especially handy. Alan Brown, vice pres...

Selling Skills

Mistake? What Mistake?

Posted on March 21, 2016 By Eric Faulkner

What is the first step toward correcting any mistake? You have to know it’s a mistake and that you just made it. In sales, as in any other endeavor, when you get a kick in the pants, it helps to know what you did wrong. What rule did you break? What sales skill are you […]...

Selling Skills

How to Handle the Mystery Objection

Posted on March 14, 2016 By Eric Faulkner

Whoa! You’ve done everything right, you’re cruising toward a major sale, you think it’s in the bag. Then, suddenly, for no reason that seems to make much sense, the customer balks and the deal goes up in smoke. What just happened? When salespeople are defeated by customer objections that take ...

Selling Skills

Sales Training in Action: Handling the Mystery Objection

Posted on March 7, 2016 By Eric Faulkner

Ken Prenger is general manager of the Prenger Implement Store Inc., an AGCO farm-equipment dealer in Minster, Ohio. He sells tractors that can cost $250,000 or more. On a flight returning from an Action Selling ® sales training seminar in another state, Prenger reflected on a deal he had recentl...

Selling Skills

How Sales Training Can Be a Secret Sauce for High Performance

Posted on February 29, 2016 By Eric Faulkner

Of all the salespeople you know, how many are gifted stars? How many are simply in the wrong line of work? How many fall somewhere between those extremes? Years of observation suggest to me that roughly 10 percent of salespeople are gifted, natural high-performers. At the bottom of the heap, another...

Selling Skills

The Importance of Replaying the Call

Posted on February 22, 2016 By Eric Faulkner

The rest of the story: Sales training best practices teach us that after every sales call you need to mentally review what happened. What you did right. What selling errors you made. What threw you off your game plan. Here’s an example of what happens when you properly replay the call: Thanks to s...

Selling Skills

Improve Your Selling Skills. Replay the Call

Posted on February 15, 2016 By Eric Faulkner

Best practices in sales training teaches that after every call on a customer, you should mentally review everything that happened, step by step. If you replay what worked and what didn’t after the call you can uncover valuable information that will help make your next sales call a success. Here ar...

Selling Skills

Keep Replaying the Sales Call – Sales Skills

Posted on February 8, 2016 By Eric Faulkner

To Keep Growing, Replay The Call – Every Time Most salespeople continue to make the same mistakes over and over, never recognizing their errors. Therefore, beyond a certain point, they never really get much better at what they do. How can you avoid that trap? Top salespeople never stop improvi...

Selling Skills

Keep Selling Your Company – Sales Skills

Posted on February 1, 2016 By Eric Faulkner

“I didn’t know that!” If you hear those words from an existing customer who likes and trusts you but who just bought something from one of your competitors, you have no one but yourself to blame. It was you who blew the opportunity and left the door wide open to the competition. Wa...

Selling Skills

Selling With Leverage Questions

Posted on January 25, 2016 By Eric Faulkner

If he had a long enough lever and a place to put the fulcrum, the Greek mathematician Archimed Noes said, he could move the world. “Leverage questions” offer that kind of power to salespeople. These are open-ended questions designed to uncover the hot-button emotional issues that actuall...

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Sales Training in Action: The Commitment Objective

Mistake? What Mistake?

How to Handle the Mystery Objection

Sales Training in Action: Handling the Mystery Objection

How Sales Training Can Be a Secret Sauce for High Performance

The Importance of Replaying the Call

Improve Your Selling Skills. Replay the Call

Keep Replaying the Sales Call – Sales Skills

Keep Selling Your Company – Sales Skills

Selling With Leverage Questions

Let’s Schedule Time to Talk

TRAINING PROGRAMS

OUR APPROACH

RESOURCES

ACTION SELLING ®

How Open-Ended Questions Can Turn Your Team in Top Performers

How to Identify Key Decision Makers

How to Handle Objections

How your People Skills Make or a Break a Sale.

Your People Skills Can Make Or Break The Sale

The Importance of a Sales Process

The Importance of Company Story

The #1 Differentiation Error

92% of Salespeople Leave Empty-Handed When They Hear a Stall First!

You Can't Close a Sales Unless You Open It First!

Receive Your Free Healthcare Ebook

Receive Your Free Agriculture Ebook

The 3 Reasons Salespeople Don't Close

Most Frequent Selling Error

Discover the #1 Sales Fail

5 Classic Selling Errors