Page 19 – Action Selling ®

Improve Your Selling Skills. Replay the Call

Posted on February 15, 2016 By Eric Faulkner

Best practices in sales training teaches that after every call on a customer, you should mentally review everything that happened, step by step. If you replay what worked and what didn’t after the call you can uncover valuable information that will help make your next sales call a success. Here ar...

Selling Skills

Keep Replaying the Sales Call – Sales Skills

Posted on February 8, 2016 By Eric Faulkner

To Keep Growing, Replay The Call – Every Time Most salespeople continue to make the same mistakes over and over, never recognizing their errors. Therefore, beyond a certain point, they never really get much better at what they do. How can you avoid that trap? Top salespeople never stop improvi...

Selling Skills

Keep Selling Your Company – Sales Skills

Posted on February 1, 2016 By Eric Faulkner

“I didn’t know that!” If you hear those words from an existing customer who likes and trusts you but who just bought something from one of your competitors, you have no one but yourself to blame. It was you who blew the opportunity and left the door wide open to the competition. Wa...

Selling Skills

Selling With Leverage Questions

Posted on January 25, 2016 By Eric Faulkner

If he had a long enough lever and a place to put the fulcrum, the Greek mathematician Archimed Noes said, he could move the world. “Leverage questions” offer that kind of power to salespeople. These are open-ended questions designed to uncover the hot-button emotional issues that actuall...

Selling Skills

Plan and Prepare For Your Sales Call

Posted on January 7, 2016 By Eric Faulkner

Never “Wing It” Research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. “Winging it” on sales calls has grim consequences – lost sales, extended sell cycles, margin ero...

Selling Skills

Document Your Best Sales Practices – Selling Skills

Posted on December 28, 2015 By Eric Faulkner

What Works Best For Your Company? Experience is a wonderful teacher, but only if you pay attention and draw the right lessons from your experience....

Selling Skills

Asking The Best Sales Questions – Selling Skills

Posted on December 17, 2015 By Eric Faulkner

Effective questioning is a critical sales skill for several reasons. First, our recent research shows that there is a direct correlation between the success of a sales call and the type of questions that the salesperson uses....

Selling Skills

Sales Training in Action: Why Organization Matters

Posted on November 30, 2015 By Eric Faulkner

Natasha Kraushaar, a crop insurance specialist for agricultural lender 1st Farm Credit Services of Normal, Ill., was so impressed by her recent experience at a sales training program that she couldn’t wait to tell a friend. An abridgement of her email follows. See if you can express in a singl...

Selling Skills

Sales Training in Action: The Evolved Sales Pro

Posted on November 24, 2015 By Eric Faulkner

Effective questioning is a critical sales skill for several reasons. First, our recent research shows that there is a direct correlation between the success of a sales call and the type of questions that the salesperson uses. On average, failed sales calls include 86% more close-ended questions than...

Selling Skills

Does Your Sales Training Make Complex Selling Simpler?

Posted on November 9, 2015 By Eric Faulkner

If you operate in a complex selling environment, can any sales training program make the process simple and clear enough that every salesperson on your team can become highly effective? Certainly…but only if your sales training programs and sales coaching efforts are grounded in the right sal...

Improve Your Selling Skills. Replay the Call

Keep Replaying the Sales Call – Sales Skills

Keep Selling Your Company – Sales Skills

Selling With Leverage Questions

Plan and Prepare For Your Sales Call

Document Your Best Sales Practices – Selling Skills

Asking The Best Sales Questions – Selling Skills

Sales Training in Action: Why Organization Matters

Sales Training in Action: The Evolved Sales Pro

Does Your Sales Training Make Complex Selling Simpler?

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