Action Selling: How to sell like a professional, even if you think you are one. Action Selling, the first book in this series should be read first to become familiar with the Action Selling process: a proven, research-based, system that combines the Five Critical Selling Skills with relationship skills into a practical, non-manipulative, and high-impact sustainable selling procedure. The Story: Veteran salesperson Matt figures he's in for a major headache when his new boss tells him he needs to learn to sell like a professional. "Oh no," he thinks. "Not another grab bag of pseudo-magic sales tricks." But when Joe begins to explain a system called Action Selling, an ordinary airline flight becomes a life-changing experience. His approach to planning, conducting, and closing a sale will never be the same.

Selling Your Price: How to escape the race to the bargain basement. Selling Your Price features a sustainable way to for your salepeople to protect margins and make more money for your company - regardless of your industry or the nature of your products and service. The Story: Scott's margins are shrinking, but the way competitors are hammering him on price, he thinks he's doing well to hang onto any clients at all. Then sales manager Christine opens his eyes. Scott isn't just a victim in the price-cutting wars, he's a perpetrator. And a system called Action Selling isn't just a better way to plan and manage sales calls. It's an escape route from the price trap for Scott and his customers. When he finally gets the picture, Scott's approach to selling will never be the same.

Questions: The Answer to Sales. In Questions: The Answer to Sales, you will see how three quarters of selling takes place when the salesperson is listening, not talking. The gift of gab doesn't win sales. The battle for customer commitment has changed. Help your sales team learn to win their customer's heart and mind, by asking "The Best Questions". Salespeople who do this - win More Sales! The Story: Mitch is a top pitchman, with charisma to burn. So why is his sales career going down the tube? In desperation, he puts the issue to his old pal Harry during a game of golf. Thanks to Action Selling, Harry already knows what Mitch has yet to learn: Great customer relationships aren't forged by great presentations but by great questions. Can Mitch change his sales game and turn pro? Or is he a gabby dinosaur, headed for extinction?

Masters of Loyalty: How to turn your sales force into a loyalty force. Masters of Loyalty, shows why the only real reason customers become genuinely loyal to suppliers and why most companies get the loyalty equation all wrong. Both sales managers and salespeople will get an intimate view of what loyal customer relationships look and sound like. With Masters of Loyalty, you can learn how to turn your sales force into a dynamic loyalty force that makes customers highly resistant to competitor's appeals and binds them to your company in a lasting way. The Story: Marketing vice president Mike is in trouble. His special loyalty-rewards program has all the right elements, but customers aren't buying it. Except, that is, from a regional sales rep named Tony. Tony uses the Action Selling system as do the other company reps. But somehow he seems to operate at a master's level, not just increasing sales but generating fiercely loyal customers. What is Tony's secret? To save his own job, Mike desperately needs to find out.

Sales Strategy From The Inside Out: How Complex Selling Really Works. Even if you're salespeople gain access to top decision makers in large companies, their downfall can be rooted in misguided strategy. Complex selling is not complex, if they know the keys to building a comprehensive and systematic approach to the sales process - one that's based on serving the personal needs of every person involved in the buying process. The Story: Meet Nancy, Victor and Stan. They have different levels of buying authority at Amstand Corp., but they're all strangely attracted to some salespeople from a company called GoTeam. Why? In their own voices, each tries to explain. But what the buyers don't know are the secrets behind this powerful attraction. So meet the sellers - Carrie, Ron and Darrel - who reveal how a system called Action Selling makes "complex" sales a lot less complicated.