Christine placed her notes on the podium and looked out past the stage lights at the sea of faces in the hotel ballroom. Partner Dental sales reps from all over North America gazed back at her expectantly. She adjusted the microphone and took a breath. Here goes, she thought....

Scott leaned back and laced his fingers behind his head. "Funny you should mention him," he said. "As of yesterday afternoon, Dr. Wright is a participating member in our Partner Plus program - and very glad to be one, I might add."...

“Let me see if I understand your strategy,” she said. “You have identified a customer need, which is to cut consumable costs. The customer is now trying to do that by viewing products as commodities and shopping for the lowest price on each individual item. This forces you to discount those it...

Scott and Christine walked up the hallway to grab some coffee from the pot near the receptionist’s desk. When they returned to Christine's office, he said, "Do you have time to walk me through my next call on Dr. Wright? I'd like to tell you I understand Action Selling ® well enough to know ex...

Are you at all surprised to learn that 64% of salespeople don’t close? Some of your peers in sales management are shocked into disbelief by the 64% statistic; others say the number probably is too low! However you may feel about it, that’s what our current research on the topic of Asking for Com...

“Scott, you mentioned that a salesperson can develop relationships with customers that the Internet and direct mail can’t match,” she said. “Here’s some research that agrees with you. This is a white paper from The Sales Board, the company that created the Action Selling ® system."...

Scott opened his briefcase and fished out two things. One was an ordinary notepad. The other was a colorful laminated card. One side of the card illustrated “The Action Selling ® Process.” The other side showed something called the “Ask the Best Questions Map.”...

Scott walked into Christine's office on a January Monday morning with no idea what to expect. When you're a sales rep and the branch sales manager asks if you have some time to meet with her, you make the time. So here he was....

Your competitors are killing you on price. Your margins are shrinking to the vanishing point as customers challenge you to meet or beat the lowest price available for the goods or services you sell. Your company's profits are taking a hit....

By the sixth hole, Harry knew he was doomed. Mitch was on fire—striping it down the fairways, hitting shots onto greens that knocked the flags down, and putting like a demon. “Going to win back the money I took from you the last time we played, is that it?” Harry asked....