Assuming I did everything right in Acts 2, 3, and 4, Iverson has made the first of his five major buying decisions: He has bought me. So now we move on to Act 5: I sell my company...

If I’m following correctly, agreeing on the client’s need is the climax of everything that’s happened in the drama so far. It’s what Acts 2 and 3 were building up to. And if I performed well in those earlier acts, then Act 4 should be short and sweet....

We live in a world where most products and services have become commodities. Whatever you’re selling, chances are that other companies sell something very much like it. If you’re peddling a commodity, the buyer has very little reason to choose between you and your competitors on any basis except...

“Burn this in your memory,” Joe said. “All five of those decisions take place in the course of any major purchase. They are always made in the same sequence. And your job as a sales professional is to help the buyer make them in the proper sequence. If you get out of sync with the customer’s...

A sales rep may have any number of goals or objectives for a client call, many of them excellent and even vital: to learn about the customer’s business, to discover who the competitors are, to figure out who makes the real buying decisions for the customer’s organization, to learn if funds are a...

Webster defines a plan as a set of actions that have been thought of as a way to achieve something. That’s exactly what happens in Act 1....

How many human endeavors can you think of in which timing is critical? In the world of sports alone, examples are endless. Hitting a baseball. Completing a forward pass. A distance runner’s decision about when to launch the final kick....

Almost all salespeople who become certified in the Action Selling ® system see their performance improve, often dramatically....

I have read volumes about how to develop more loyal customers. The most intelligent and honest experts on the subject will tell you that people do not feel real loyalty toward corporate entities in the abstract....

Salespeople are expected to perform many duties, from market analysis to customer training. But in the end there is only one reason why a salesperson’s job exists. Your principal mission is to Gain Commitment from customers....