Page 17 – Action Selling ®

Did You Get Some Training?

Posted on May 24, 2017 By Eric Faulkner

Everyone in the sales training business is teaching salespeople that they need to ask more and better questions. They instruct you to use open ended questions. They give you some tricks to pull, like, “Tell me more” or “What happens then?”...

Selling Skills

Timing: An Unappreciated Sales Skill

Posted on June 27, 2016 By Eric Faulkner

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. A jockey’s decision about when to make the big move. Get t...

Selling Skills

Sales Training in Action: What a Difference a Plan Makes

Posted on June 20, 2016 By Eric Faulkner

One of my all-time favorite voicemail messages came from George Hudson, an account executive for Perfecto Tool & Engineering in Anderson, Indiana. He had recently completed one of our Action Selling ® sales training programs. Here’s his message: “Hi, this is George Hudson. I thought I’...

Selling Skills

What’s Your Plan?

Posted on June 13, 2016 By Eric Faulkner

Are your sales training programs based on a coherent sales system, or are they more like a grab bag of tips and techniques masquerading as sales skills? When sales training and sales coaching are grounded in a full-scale system, they give you a plan to follow during sales calls. What’s the fundame...

Selling Skills

Sales Training in Action: Rx for Great Presentations

Posted on June 6, 2016 By Eric Faulkner

Daktronics Inc. of Brookings, S.D., is in the business of electronic signage. Most of its products are relatively small, intended for use in retail stores, churches, parking lots, and other such venues. But because the company is well known as a supplier of giant digital scoreboards for sports stadi...

Selling Skills

Are You Selling Quantity or Quality?

Posted on May 30, 2016 By Eric Faulkner

If you have sharp enough sales skills to ask great questions and uncover a precious few vital needs that a customer truly cares about, why don’t you then go ahead and sell to those needs—only those needs? Before you say, “But I already do that,” ask yourself this: How often do you edit out m...

Selling Skills

Sales Training in Action: First, Redefine Your Product

Posted on May 23, 2016 By Eric Faulkner

“It is awesome to see the growth in confidence in our sales force after we got everyone crystal clear about our sales process,” says Todd Eber, president of W.A. Roosevelt Co., a wholesaler of electrical and plumbing products based in La Crosse, Wis. Eber is referring to a concept that is stress...

Selling Skills

Why You Need to Redefine Your Product

Posted on May 16, 2016 By Eric Faulkner

On any given sales call, what are you actually there to sell? Suppose I said that in most sales calls, your “product” has nothing to do with what you are there to sell. Outlandish? No. In fact, this concept has enormous implications for sales training. Let me explain. Any sales training worth it...

Selling Skills

Sales Training in Action: The Joy of Commitment Objectives

Posted on May 9, 2016 By Eric Faulkner

Even a lot of veteran salespeople have never encountered sales training that introduces them to the concept of Commitment Objectives. They’re often astonished when they discover how much money they have been leaving on the table because nobody ever explained it to them. Tiffany Love, manager of sa...

Selling Skills

No Commitment Objective? Then No Sales Call

Posted on May 2, 2016 By Eric Faulkner

The Commitment Objective is the foundation stone of Action Selling ®. Everything else in the sales system hinges on the idea that you must go into every single sales call you make with a Commitment Objective in mind. The Commitment Objective is so crucial to professional and successful sales...

Did You Get Some Training?

Timing: An Unappreciated Sales Skill

Sales Training in Action: What a Difference a Plan Makes

What’s Your Plan?

Sales Training in Action: Rx for Great Presentations

Are You Selling Quantity or Quality?

Sales Training in Action: First, Redefine Your Product

Why You Need to Redefine Your Product

Sales Training in Action: The Joy of Commitment Objectives

No Commitment Objective? Then No Sales Call

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