Page 23 – Action Selling ®

Struggling to Get Time With Customers?

Posted on January 21, 2015 By Eric Faulkner

Sales Training & Sales Skills that Sell Time Survey data from The Sales Board shows that 45% of salespeople lack the selling skills to “get time” with customers. If the sales process stalls when trying to get time with customers, ask this question: Do I have the right relationship with the...

Selling Skills

Sales Training in Action: Will Your Sales Training Program Get Results?

Posted on January 16, 2015 By Eric Faulkner

How do you know that the sales skills your reps are learning in the sales training programs they attend will serve them any better than whatever they’re doing now? Where is the evidence that any particular sales training course you deliver to them—and any sales coaching support that goes with it...

Selling Skills

Can You Prove Your Sales Training Works?

Posted on January 14, 2015 By Eric Faulkner

If you ask most training suppliers for objective evidence to backup their claims about a program’s virtues or its impact on business results, they will answer evasively and then change the subject. We love it when we’re asked to support our contention that sales people who certify in Action Sell...

Selling Skills

Sales Training in Action: It’s Never Too Late

Posted on January 8, 2015 By Eric Faulkner

Here is a message I got from a sales training client who sells industrial pumps: “One of our potential customers is a company that gets bids for pumps from three different suppliers, then pays an engineer to evaluate the bids and recommend the best buy. If they allowed us to jump in as a fourth [&...

Selling Skills

From ‘Where am I?’ to ‘Where is my buyer?’

Posted on November 13, 2014 By Eric Faulkner

To have a real impact on business results, sales training programs and sales coaching efforts must be grounded in a great sales system. That system must guide the salesperson through the entire sales cycle. The Action Selling ® system, for example, has been described by enthusiastic learners as ...

Selling Skills

Sales Training – SalesFails Series: Episode 16 – And the list goes On and On and On

Posted on October 10, 2014 By Eric Faulkner

Think you know how to sell? Don’t make these common selling mistakes. Our free sales skills assessment will reveal your selling strengths and find areas that need improving. The assessment measures current knowledge in using the five sales skills that make the greatest impact on gaining commit...

Selling Skills

Sales Training in Action: Supercharge Your Whole Company

Posted on October 9, 2014 By Eric Faulkner

Supply Chain Services of Stillwater, Minn., sells barcode equipment and services to companies in the manufacturing, warehousing, and distribution industries. After adoptingsales training programs and sales coaching based on the Action Selling ® system, SCS boosted revenue by a whopping 50 percen...

Selling Skills

Sales Training: It’s Not Just for Salespeople Anymore

Posted on October 1, 2014 By Eric Faulkner

When your company interacts with its customers, how well does your left hand know what your right hand is doing? To what extent are your people all on the same page and pulling in the same direction? For that matter, how well do your company’s own managers understand what the sales force is do...

Selling Skills

Sales Training – SalesFails Series: Episode 15 – The Bad Closing Trifecta

Posted on September 19, 2014 By Eric Faulkner

Think you know how to sell? Don’t make these common selling mistakes. Our free sales skills assessment will reveal your selling strengths and find areas that need improving. The assessment measures current knowledge in using the five sales skills that make the greatest impact on gaining commit...

Selling Skills

Sales Training in Action: Do Customers Know You Care?

Posted on September 18, 2014 By Eric Faulkner

Dakota Supply Group, based in Fargo, N.D., is a major Midwest distributor for a wide variety of mechanical, electrical, and communications products. When president Tom Rosendahl introduced sales training programs and sales coaching based on the Action Selling ® system, he began to see the impact...

Struggling to Get Time With Customers?

Sales Training in Action: Will Your Sales Training Program Get Results?

Can You Prove Your Sales Training Works?

Sales Training in Action: It’s Never Too Late

From ‘Where am I?’ to ‘Where is my buyer?’

Sales Training – SalesFails Series: Episode 16 – And the list goes On and On and On

Sales Training in Action: Supercharge Your Whole Company

Sales Training: It’s Not Just for Salespeople Anymore

Sales Training – SalesFails Series: Episode 15 – The Bad Closing Trifecta

Sales Training in Action: Do Customers Know You Care?

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