“Everything is commoditized today,” Benson says. “But, when we trained reps on how to differentiate themselves, rather than the product, they increased sales of propane 102% more than reps who hadn’t been trained with Action Selling.”
As a result, CHS’s energy division has remained a steady performer through recent fluctuations in the broader business and in the oil industry as a whole, Benson says. “Now we strive to be the best-trained sales force in our industry…”
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).