From the start, this had been anything but a typical sales call. If he's got a product pitch, I haven't heard it, Bradley thought. He knew he had revealed far more information about Bridgeco - its workings and its plans - than he ordinarily would regard as any of a salesperson’s business....

“First, thanks to your integrated online system, customers can access your entire supply chain to order parts, components and programs. That’s what ‘best acquisition system’ means. Second, your tech-support people are available 24/7 online, and your field technicians can be reached during wo...

“Questioning the client is how you ‘sell yourself.’ It shows that you’re interested in the customer’s problems, you want to understand them thoroughly, and you’re thinking about how you can help. In a word, you’re acting like a real consultant.”...

They moved to a small conference table across the room from Harry’s desk. “I’ve been thinking about our conversation last week, and something puzzles me,” Mitch said. “The things you said about my call on Cheryl Gross made a lot of sense. But how were you able to diagnose the problems so q...

Action Selling ® taught me a few other things I didn’t know despite 20 years in the field. Like how to manage not just a sales call, but also the whole sales process. And how to match the selling process to the customer’s buying process....

"Harry, you’re the best salesperson I ever knew," Mitch resumed. "You were my mentor and my role model. The most important things I ever learned about selling, I learned from you. You helped me become successful. And you’re still at the top of your game. I did some checking, and I know you're a ...

“I suspect there are other buyers and influencers hiding in the weeds, maybe including the real decision maker. Instead of presenting a final proposal to John, I probably should be conducting a needs analysis with some other players. But I’m not even sure where to look for them. If they had titl...

How many of the employees on your payroll understand that their real job is to generate loyalty from your customers? I think such an understanding should be deep and clear, not only among your salespeople but in every single employee who comes into contact with your customers....

I felt as if, for nine years, I’d been chipping away at a giant log with a dull little toy hatchet. One day somebody walks up and says, ‘Oh, are you trying to cut through that log? Here.’ And he hands me a chain saw....

Congratulations! Your sales force just made a sale. You’ve gained a new customer. Now, what happens when that customer begins to interact with the rest of your organization? What happens when the customer comes into contact with functions like technical support or customer service?...