In our sales books and elsewhere, the Action Selling ® system is described as a kind of instruction manual that tells you how to win genuine customer loyalty. Genuinely loyal customers are people with whom you have built such a strong relationship that they have stopped shopping among your compe...

Customers expect to be schmoozed by salespeople. They expect that in the course of this schmoozing, the salesperson will at least pretend to take an interest in them as individuals. They expect to be asked a few questions about their situation and their individual needs....

I love to meet with Action Selling ® clients. It’s not just that I want to stay in touch. It’s because they have so much to teach me - for example, Commitment Objectives and my own system....

You’ve kept trying, and the prospect has finally agreed to talk to you. But she made it clear that she can only spare five or 10 minutes in her busy schedule....

The Sales Board’s Price Competition Study was undertaken in an effort to provide hard data to aid in the understanding of a dilemma facing U.S. sales organizations in companies of all sizes and across all industrial categories....

I am frankly embarrassed to work in an industry whose products have a 90 percent failure rate. Yes, that is the approximate percentage of sales training programs that fail to produce meaningful, long-term gains in sales performance in the field....

This white paper is going to explain some things about the nature of learning and behavior, and why those things matter desperately to salespeople and the companies that employ them....

In any major sale, a prospect makes a predictable series of buying decisions that lead up to the final purchasing decision. The first and most important of these is: "Do I '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 first and most important of these is: "Do I 'buy' the salesperson?"...

Three-quarters of the secret to professional, strategic selling boils down to asking the Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services might serve....