Selling Skills Archives - Page 22 of 25

Sales Training in Action: Take Sales Skills to the Trade Show

Posted on February 13, 2015 By Eric Faulkner

Orange Tree Employment Screening of Minneapolis is in a highly competitive and price-driven business: It does background screening and drug testing for job candidates. All of Orange Tree’s salespeople have graduated from sales training programs and sales coaching based on the Action Selling &r...

Selling Skills

Why Not Take Your Sales Skills to the Trade Show?

Posted on February 11, 2015 By Eric Faulkner

You say you have discovered and implemented a great sales training course, one based on a great sales system? And the system has dramatically boosted your success rate on customer calls? That’s wonderful. But now suppose your salespeople used that selling process not only for formal client cal...

Selling Skills

Sales Training in Action: Speed Up Your Sell Cycle

Posted on February 7, 2015 By Eric Faulkner

Thomas Petroleum, a fuels and chemicals supplier based in Texas, got a couple of pleasant surprises after it supercharged its sales team’s selling process with sales training programs and sales coaching based on the Action Selling ® system. One surprise was that the training improved the p...

Selling Skills

From Sell Cycle to Success Cycle

Posted on February 3, 2015 By Eric Faulkner

How long is your sell cycle? And how accurate are your projections about business in the pipeline? Let me guess: “Too long” and “don’t make me laugh”? A key benefit of truly great sales training programs, coupled with great sales coaching, is that they can speed up the ...

Selling Skills

How to Win Over a Competitor’s Customer

Posted on January 31, 2015 By Eric Faulkner

What can you do when a prospect says, “Thanks, but we have a strong relationship with another supplier and feel that we owe them our business”? I love that question because it goes straight to the heart of what a truly great sales training program needs to be all about. In my books and e...

Selling Skills

Sales Training in Action: How to Escape the Price Trap

Posted on January 28, 2015 By Eric Faulkner

Action Selling ® client Dr. Mark Page, an optometrist with Phoenix eye clinic Arizona’s Vision, recently asked for some sales coaching help. Here is his question: “I have patients calling all the time who ask, ‘How much do you charge for an eye exam?’ My staff`s typical answer is...

Selling Skills

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 [&...

Sales Training in Action: Take Sales Skills to the Trade Show

Why Not Take Your Sales Skills to the Trade Show?

Sales Training in Action: Speed Up Your Sell Cycle

From Sell Cycle to Success Cycle

How to Win Over a Competitor’s Customer

Sales Training in Action: How to Escape the Price Trap

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

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