Page 22 – Action Selling ®

Sales Training in Action: Want Trust? Then You Need to Listen

Posted on March 6, 2015 By Eric Faulkner

In the world of professional services, sales success is rarely about demonstrating more expertise in your field than the next person. Instead, it’s all about the questions you ask and the listening you do. A few months after receiving a sales training program and some sales coaching based on t...

Selling Skills

Gain Customer Trust With One Simple Step

Posted on March 4, 2015 By Eric Faulkner

If you want to forge a long-term relationship with a client, what is the most important skill you can have? If you say something like “deep expertise in my field,” I disagree. The way to build the trust that leads to lasting relationships is to truly understand the your clients’ ne...

Selling Skills

Sales Training in Action: The Real Secret in the Secret Sauce

Posted on February 27, 2015 By Eric Faulkner

In my firm’s monthly eCoach newsletter, I’ve been writing about our clients’ success stories for nearly 25 years. Each story describes a sales success and highlights the aspect of the Action Selling ®-based sales training program that contributed to the win. Recently, after a c...

Selling Skills

It’s All About the Plan

Posted on February 19, 2015 By Eric Faulkner

In sales, a lot of deals are won (or lost) in the pre-call plan. If the sales training programs and sales coaching initiatives your company relies upon do not include extremely good advice about planning, you are wasting your money. My own sales training courses are based on the Action Selling ®...

Selling Skills

Sales Training in Action: Take Sales Skills to the Trade Show

Posted on February 13, 2015 By Eric Faulkner

Orange Tree Employment Screening of Minneapolis is in a highly competitive and price-driven business: It does background screening and drug testing for job candidates. All of Orange Tree’s salespeople have graduated from sales training programs and sales coaching based on the Action Selling &r...

Selling Skills

Why Not Take Your Sales Skills to the Trade Show?

Posted on February 11, 2015 By Eric Faulkner

You say you have discovered and implemented a great sales training course, one based on a great sales system? And the system has dramatically boosted your success rate on customer calls? That’s wonderful. But now suppose your salespeople used that selling process not only for formal client cal...

Selling Skills

Sales Training in Action: Speed Up Your Sell Cycle

Posted on February 7, 2015 By Eric Faulkner

Thomas Petroleum, a fuels and chemicals supplier based in Texas, got a couple of pleasant surprises after it supercharged its sales team’s selling process with sales training programs and sales coaching based on the Action Selling ® system. One surprise was that the training improved the p...

Selling Skills

From Sell Cycle to Success Cycle

Posted on February 3, 2015 By Eric Faulkner

How long is your sell cycle? And how accurate are your projections about business in the pipeline? Let me guess: “Too long” and “don’t make me laugh”? A key benefit of truly great sales training programs, coupled with great sales coaching, is that they can speed up the ...

Selling Skills

How to Win Over a Competitor’s Customer

Posted on January 31, 2015 By Eric Faulkner

What can you do when a prospect says, “Thanks, but we have a strong relationship with another supplier and feel that we owe them our business”? I love that question because it goes straight to the heart of what a truly great sales training program needs to be all about. In my books and e...

Selling Skills

Sales Training in Action: How to Escape the Price Trap

Posted on January 28, 2015 By Eric Faulkner

Action Selling ® client Dr. Mark Page, an optometrist with Phoenix eye clinic Arizona’s Vision, recently asked for some sales coaching help. Here is his question: “I have patients calling all the time who ask, ‘How much do you charge for an eye exam?’ My staff`s typical answer is...

Sales Training in Action: Want Trust? Then You Need to Listen

Gain Customer Trust With One Simple Step

Sales Training in Action: The Real Secret in the Secret Sauce

It’s All About the Plan

Sales Training in Action: Take Sales Skills to the Trade Show

Why Not Take Your Sales Skills to the Trade Show?

Sales Training in Action: Speed Up Your Sell Cycle

From Sell Cycle to Success Cycle

How to Win Over a Competitor’s Customer

Sales Training in Action: How to Escape the Price Trap

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