How many human endeavors can you think of in which timing is critical? In the world of sports alone, examples are endless. Hitting a baseball. Completing a forward pass. A distance runner’s decision about when to launch the final kick....

Almost all salespeople who become certified in the Action Selling ® system see their performance improve, often dramatically....

I have read volumes about how to develop more loyal customers. The most intelligent and honest experts on the subject will tell you that people do not feel real loyalty toward corporate entities in the abstract....

Salespeople are expected to perform many duties, from market analysis to customer training. But in the end there is only one reason why a salesperson’s job exists. Your principal mission is to Gain Commitment from customers....

Action Selling ® teaches that customers make five sequential buying decisions: Salesperson, Company, Product, Price, and Time to Buy. This customer's decision-making strategy is focused on the third and fourth buying decisions: Product and Price. That's one problem....

Salespeople know that they’re supposed to sell to the customer’s needs. Here is the classic—and tragically wrong—way they usually learn to do it: Uncover the first need. Begin a product presentation, covering features and benefits....

When salespeople understand Action Selling ® at a deep level and use it with precision, they don’t just win more business, they win it faster....

It seems as if every time I come up with a new, brainy idea, I find out that someone else already had the idea. Sometimes the originator turns out to be the leading authority on the topic....

Action Selling ® has been described by enthusiastic learners as a major GPS for navigating the sales process....

Most likely the people who tell you about their integrity probably have a problem with it. Integrity is not something that you talk about...it is something that you demonstrate....