Selling Skills Archives - Page 20 of 25

Make Influencers Your Best Friends

Posted on June 9, 2015 By CJ Collins

It would be funny if it weren’t so tragic: By going over, around, or through a middle manager or two, maybe alienating them in the process, a salesperson gets in to see the ultimate decision-maker (UDM). This is like finding the Holy Grail, the salesperson imagines. After all, hacking through ...

Selling Skills

Sales Training in Action: First, Sell Yourself

Posted on June 5, 2015 By CJ Collins

When you hear about some company landing a monster deal, how often do you wonder who the sales rep was? G.B. Rand, a senior rep in the wholesale division of Thomas Petroleum, is your guy. Rand attended his first sales training program based on the Action Selling ® system just 60 days prior to la...

Selling Skills

How to Sell YOU

Posted on June 4, 2015 By CJ Collins

How, exactly, do you sell yourself? The question is vital because customers will not buy your product unless they have first bought you—the salesperson. One of your fundamental challenges is to persuade customers that you are someone with whom they want to do business. If the sales training progra...

Selling Skills

Sales Training in Action: Winning With Best Value Needs

Posted on May 29, 2015 By CJ Collins

Phil Underwood of Columbus, Georgia, is an area consultant who handles business clients for Veolia Environment Services, a waste-management firm. His basic offerings (size of dumpster, frequency of pickup) are commodities, easily matched by competitors. After attending a sales training program and g...

Selling Skills

Best Value Needs: The Key to Winning Sales

Posted on May 27, 2015 By CJ Collins

“Commodities” used to mean things like wheat. Now yesterday’s technological miracle becomes today’s commodity at blinding speed. Regardless of your industry, chances are that your competitors sell wares identical or very similar to yours. This means that every day it gets har...

Selling Skills

Sales Training in Action: The Sales Leader as Sales Trainer

Posted on May 15, 2015 By CJ Collins

Wieland Inc., based in Grabill, Ind., sells furniture to hospitals and other venues in the healthcare industry. Stan Schneider, Wieland’s national sales manager, acts as a sales trainer and sales coach in the ongoing rollout of Action Selling ® training for the company’s sales force. He find...

Selling Skills

Who Should Teach the Sales Training Course?

Posted on May 12, 2015 By CJ Collins

I feel so strongly about this issue that I recently wrote a white paper on the topic. You can download that paper here: “The New Role that Drives Sales Leader Value“. In case I haven’t already spoiled the suspense, my answer is a resounding “Yes.” Sales training and sal...

Selling Skills

Sales Training in Action: A Speedier Sales Cycle

Posted on May 1, 2015 By CJ Collins

“When we chose sales training programs and sales coaching based on the Action Selling ® system, my hope was that we would be able to translate a higher percentage of our pipeline into business,” says Lori Meredith, director of sales for Knowledge Learning Corp. (KLC), the parent of KinderCar...

Selling Skills

Can Sales Training Accelerate Your Sales Cycle?

Posted on April 29, 2015 By CJ Collins

Why do so many deals take so long to close? And what part do salespeople themselves play in dragging out the sales cycle? It’s hard enough just to get business out there. If salespeople make the process take longer than it should, that’s a serious problem. Sure, on occasion some external factors...

Selling Skills

Questions: The Rule of Three

Posted on April 16, 2015 By CJ Collins

How long should you question customers to ensure that you understand their needs before you try to present your product or service as a solution to those needs? The best answer is, as long as it takes. You can seek advice from 100 sales training courses and 1,000 sales coaching sessions, but you won...

Make Influencers Your Best Friends

Sales Training in Action: First, Sell Yourself

How to Sell YOU

Sales Training in Action: Winning With Best Value Needs

Best Value Needs: The Key to Winning Sales

Sales Training in Action: The Sales Leader as Sales Trainer

Who Should Teach the Sales Training Course?

Sales Training in Action: A Speedier Sales Cycle

Can Sales Training Accelerate Your Sales Cycle?

Questions: The Rule of Three

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