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Blessings From Management

How can you prove to skeptical management that sales training works? It’s one of the oldest questions in the industry, and it’s…

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It’s Not What You Sell, It’s How You Sell – Action Selling In Action

Tyler Benson is the sales training manager for CHS Inc., a Minnesota-based Fortune 100 company owned by stockholders including agricultural cooperatives, farmers,…

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It’s Not What You Sell, It’s How You Sell

I keep hearing that making sales today is more difficult than in the past. The trouble is, I’ve heard the same thing…

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How to Train Your Way Out of a Sales Slump – Action Selling In Action

CHS Inc. is a Minnesota-based Fortune 100 business owned by agricultural cooperatives, farmers, ranchers, and other stockholders. Tyler Benson, CHS sales training…

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How to Train Your Way Out of a Sales Slump

Yes, I know that the landscape is littered with false promises and terrible advice about how sales training can help your company…

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I Object! (To the Way You Define Objections) – Action Selling In Action

Companies that introduce Action Selling to their salespeople—or Action Selling CRP to their customer relationship professionals—find it remarkable that so many customer…

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I Object! (To the Way You Define Objections)

Nine out of 10 salespeople can't cope effectively with stalls and objections. Since every salesperson confronts stalls and objections pretty often, you…

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No Detours! Why Must You Leave the Sales Path Just to Handle an Objection? Action Selling In Action

Handling stalls and objections becomes a whole new ball game for salespeople and customer-relationship professionals who are introduced to Action Selling. One…

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No Detours! Why Must You Leave the Sales Path Just to Handle an Objection?

Every salesperson runs into stalls and objections from customers. Every sales-training company teaches methods for handling them. Yet despite all that training,…

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Stalls VS. Objections: Action Selling In Action

BerganKDV is a leading regional accounting and professional-services firm serving the Upper Midwest. Since Bergan introduced Action Selling CRP to its customer…

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Stalls VS. Objections: No, They Don’t Have the Same Solution

Everyone who has spent much time in a sales role has heard plenty of stalls and plenty of objections. Every sales training…

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Opening a Sale – Action Selling In Action

A great example of an organization that fully understands the importance of "opening a sale" before you try to gain someone's commitment…

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How to Open a Sale

I hate the term "close" as it applies to sales. The word implies that you are ending or shutting down something. The…

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Why 64% of Salespeople Don’t Close – Action Selling In Action

Quiktron Inc. of Albania, Iowa, sells cable-connectivity solutions to the datacomm and telecommunications industries throughout North America. Christine Corbine, Quiktron's Director of…

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A Toolkit for the Best Year in the History of Your Company

Regardless of how much education you’ve had, you can always learn more. When your profession is sales communications, and you want to…

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Fire Your Tailor: Why Tailored Sales Training is Not the Answer

I have consulted with hundreds of companies over the years, and I can’t tell you how many times I’ve heard the comment:…

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Replay the Call…And Strike Gold

Thanks to some ideas he picked up in a recent Action Selling workshop, Ken Prenger returned to his job and rescued a…

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A Secret Sauce for Sales Success

I know a corporate training manager who calls Action Selling the “secret sauce for sales success.”David Winkler, training manager for Fortune 100…

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Handling the Mystery Objection: Now What?

Whoa! You've done everything right, you're cruising toward a major sale, you think it's in the bag, when suddenly, for no reason…

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Mistake? What Mistake?

The Action Selling system lays down some rules that are unfamiliar and even counterintuitive to many veteran salespeople. These rules happen to…

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Why Not Hire Greatness?

Companies that adopt Action Selling discover that the system dramatically improves the performance of sales rookies and veterans alike. It doesn’t matter…

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Where Is the ROI in Your Sales Training?

When you invest in sales training for your company’s salespeople, what would you most like to achieve? Your list of goals might…

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How to Turn a Stall Into a Sale

You have done everything right. You established rapport with the customer, you identified a need for your product, you asked good questions,…

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Who is the Best Sales Trainer? You Are.

I feel so strongly about this issue that I recently wrote a white paper titled “The New Role that Drives Sales Leader…

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Sales Skills Subpar in the Fortune 500

How can you know if a sales training program actually delivers on its promise of improvements in skills and knowledge? And how…

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