Selling Skills Archives - Page 24 of 25

Sales Training – SalesFails Series: Episode 13 – Assumption Junction!

Posted on August 21, 2014 By Eric Faulkner

Think you know how to sell? Don’t make these common selling mistakes. Our free sales skills assessment will reveal your selling strengths and find areas that need improving. The assessment measures current knowledge in using the five sales skills that make the greatest impact on gaining commit...

Selling Skills

Sales Training in Action: How to Turn Stalls Into Sales

Posted on August 20, 2014 By Eric Faulkner

Just when you think you have a sale in the bag, the customer hits you with a stall: “Let me think about it.” “Call us next week; we want to mull this over.” If you are like a lot of salespeople, you have no good answer for how to handle stalls. And chances are, the […]...

Selling Skills

Turn Stalls Into Sales With Better Sales Training

Posted on August 15, 2014 By Eric Faulkner

You have done everything right. You established rapport with the customer, you identified a need for your product, you asked good questions, you made your presentation, you asked for commitment…but instead of a “yes,” you hear a stall: “Let me think about it.” “Call u...

Selling Skills

Sales Training in Action: How Sales Coaching Changes the Game

Posted on August 8, 2014 By Eric Faulkner

Here is a true story about a guy I’ll call George. George is vice president of sales for a company in the distribution business. He is the top executive in the company’s sales organization. He also is a customer of my company, the Sales Board; the sales training programs he delivers to h...

Selling Skills

Send in the Sales Coach

Posted on August 7, 2014 By Eric Faulkner

Think about the elite salespeople who land those mega-deals that make headline news. I’m talking about the multimillion or billion-dollar deals that change the game for companies. Here’s a question: Who coaches the heavy hitters who pull off such coups? After all, somebody must advise them. Even...

Selling Skills

Sales Training in Action: Quit Telling and Start Asking

Posted on August 5, 2014 By Eric Faulkner

The “gift of gab” is the most overrated sales skill I know. Salespeople who think that success depends primarily on their silver tongues are doomed. Any sales training programs or sales coaching initiatives that encourage this belief are criminal. The most effective sales skills don&#821...

Selling Skills

Cut the Gab

Posted on July 29, 2014 By Eric Faulkner

“Wow, that guy is the ultimate salesperson!” Over the years I have come to hate that phrase. Why? Because whenever I hear it, the salesperson in question is someone with the “gift of gab.” And he’s talking up a storm. Truth be told, the gift of gab never was a particularly effective sales ...

Selling Skills

Sales Training in Action: Training the “Inside” Sales Force

Posted on July 9, 2014 By Eric Faulkner

Most sales executives think that inside and outside reps have different sets of sales skills. If insiders receive sales training or sales coaching at all, they tend to get different or watered down sales training courses....

Selling Skills

Sales Training in Action: The Nontraditional Sales Force

Posted on July 3, 2014 By Eric Faulkner

Fluke Calibration is part of the Test and Measurement segment of Danaher Corp., an $18.3 billion company. When Mark Martin, North American sales director, set out to provide sales training programs and sales coaching to a team of experienced technical engineers, he anticipated objections that ...

Selling Skills

Sales Training in Action: How Much Money Are You Leaving on the Table?

Posted on June 30, 2014 By Eric Faulkner

How much business has your company left on the table over the years because your salespeople weren’t performing up to their full potential? Don’t even consider the enormous value of all the new customers your sales force might have brought in if they were acting like true professionals. Think on...

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Sales Training – SalesFails Series: Episode 13 – Assumption Junction!

Sales Training in Action: How to Turn Stalls Into Sales

Turn Stalls Into Sales With Better Sales Training

Sales Training in Action: How Sales Coaching Changes the Game

Send in the Sales Coach

Sales Training in Action: Quit Telling and Start Asking

Cut the Gab

Sales Training in Action: Training the “Inside” Sales Force

Sales Training in Action: The Nontraditional Sales Force

Sales Training in Action: How Much Money Are You Leaving on the Table?

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TRAINING PROGRAMS

OUR APPROACH

RESOURCES

ACTION SELLING ®

How Open-Ended Questions Can Turn Your Team in Top Performers

How to Identify Key Decision Makers

How to Handle Objections

How your People Skills Make or a Break a Sale.

Your People Skills Can Make Or Break The Sale

The Importance of a Sales Process

The Importance of Company Story

The #1 Differentiation Error

92% of Salespeople Leave Empty-Handed When They Hear a Stall First!

You Can't Close a Sales Unless You Open It First!

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The 3 Reasons Salespeople Don't Close

Most Frequent Selling Error

Discover the #1 Sales Fail

5 Classic Selling Errors