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the Sales Board
Selling Skills

From Sell Cycle to Success Cycle

Posted on February 3, 2015 By The Sales Board
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 ...
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sales meeting
Selling Skills

How to Win Over a Competitor’s Customer

Posted on January 31, 2015 By The Sales Board
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...
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sales call
Selling Skills

Sales Training in Action: How to Escape the Price Trap

Posted on January 28, 2015 By The Sales Board
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 ...
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Selling Skills

Struggling to Get Time With Customers?

Posted on January 21, 2015 By The Sales Board
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 relations...
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Selling Skills

Sales Training in Action: Will Your Sales Training Program Get Results?

Posted on January 16, 2015 By The Sales Board
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...
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Selling Skills

Can You Prove Your Sales Training Works?

Posted on January 14, 2015 By The Sales Board
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 Act...
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Selling Skills

Sales Training in Action: It’s Never Too Late

Posted on January 8, 2015 By The Sales Board
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 fourt...
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Selling Skills

From ‘Where am I?’ to ‘Where is my buyer?’

Posted on November 13, 2014 By The Sales Board
To have a real impact on business results, sales training programs and sales coaching efforts must be grounded in a great sales system. That system must guide the salesperson through the entire sales cycle. The Action Selling system, for example, has been described by enthusiastic learners as a map ...
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Selling Skills

Sales Training – SalesFails Series: Episode 16 – And the list goes On and On and On

Posted on October 10, 2014 By The Sales Board
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...
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Selling Skills

Sales Training in Action: Supercharge Your Whole Company

Posted on October 9, 2014 By The Sales Board
Supply Chain Services of Stillwater, Minn., sells barcode equipment and services to companies in the manufacturing, warehousing, and distribution industries. After adoptingsales training programs and sales coaching based on the Action Selling system, SCS boosted revenue by a whopping 50 percent (in ...
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