Handling stalls and objections becomes a whole new ball game for salespeople and customer-relationship professionals who are introduced to Action Selling ®....

Every salesperson runs into stalls and objections from customers. Every sales-training company teaches methods for handling them....

“If we get a stall or objection,” Roberts continues, “it usually arises because a competitor has told the client that they don’t need a certain product we offer."...

Everyone who has spent much time in a sales role has heard plenty of stalls and plenty of objections. Every sales training course you’re likely to encounter offers advice about how to overcome them. The trouble is, almost all of that advice is wrong....

A great example of an organization that fully understands the importance of "opening a sale" before you try to gain someone's commitment is Cincinnati Children's Hospital. The hospital also has what I'd call a very non-traditional sales organization....

I hate the term "close" as it applies to sales. The word implies that you are ending or shutting down something. The truth is, if you wish to gain a customer's commitment, you don't want to end anything...

Quiktron Inc. of Albania, Iowa, sells cable-connectivity solutions to the datacomm and telecommunications industries throughout North America...

Regardless of how much education you’ve had, you can always learn more. When your profession is sales communications, and you want to be great at selling, then what you say—and the way you say it—are pretty important....

I have consulted with hundreds of companies over the years, and I can't tell you how many times I've heard the comment: "Our business is different." I understand, and I agree. But I would take that difference down another notch or two. Every salesperson and every sales call is different; to treat th...

Thanks to some ideas he picked up in a recent Action Selling ® workshop, Ken Prenger returned to his job and rescued a $250,000 deal he had given up for dead. But that’s just for starters....