Every day countless sales are lost because salespeople blurt out simple answers to what they mistakenly see as simple customer questions. The fact is that many customer questions, if answered immediately, will derail the sale....

You don't need all the right answers in order to create a winning sales strategy. You need the right questions. When you ask them, a "complex" sale gets much less complex....

Of all the tragic misconceptions that afflict salespeople in selling environments with multiple buyers, the worst might be the notion that lower-level “influencers” are mere obstacles in the seller’s path to the big honcho—the person with final buying authority....

Customers often will ask about price before the salesperson wants to talk about it. Some will demand a price quote up front. If your competitors sell on price, they have educated your customers to expect an early price quote....

In business to business selling, the race does not go to the swiftest. It might go to the biggest or most famous competitor, or the one with the glitziest product presentation — but only if none of the sellers succeed in differentiating themselves....

Good sales training can teach you how to make more sales. Great sales training teaches you how to create more customers who are fiercely loyal to you and your company....

Today, more than ever, salespeople have to add value to the relationship between buyer and seller. Customers should be glad to hear from you. And they would be if they saw you as a trusted advisor who helps them improve their business....

Technology Industry companies that train in Action Selling ® have seen dramatic growth in their sales skills and revenue. For example, Buyer/Seller Relationship Skills on average went up 53%!...

Professional Services Industry companies that train in Action Selling ® have seen dramatic growth in their sales skills and revenue. For example, All Skills Combined on average went up 89%!...

Today, more than ever, salespeople have to add value to the relationship between buyer and seller. Customers should be glad to hear from you. And they would be if they saw you as a trusted advisor who helps them improve their business....