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the Sales Board
Selling Skills

Sales Training: It’s Not Just for Salespeople Anymore

Posted on October 1, 2014 By The Sales Board
When your company interacts with its customers, how well does your left hand know what your right hand is doing? To what extent are your people all on the same page and pulling in the same direction? For that matter, how well do your company’s own managers understand what the sales force is do...
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Selling Skills

Sales Training – SalesFails Series: Episode 15 – The Bad Closing Trifecta

Posted on September 19, 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: Do Customers Know You Care?

Posted on September 18, 2014 By The Sales Board
Dakota Supply Group, based in Fargo, N.D., is a major Midwest distributor for a wide variety of mechanical, electrical, and communications products. When president Tom Rosendahl introduced sales training programs and sales coaching based on the Action Selling system, he began to see the impact quick...
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Selling Skills

Sales Training – SalesFails Series: Episode 14 – The UnCloser, Part II

Posted on September 11, 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

‘I Didn’t Know You Cared’

Posted on September 10, 2014 By The Sales Board
What is the worst thing you could hear during a sales call on a customer who has known you for a while? Here’s a scenario that would be high on my list: You ask an insightful question about the customer’s business needs, and the customer says, “I didn’t know you cared.”...
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Selling Skills

Sales Training in Action: To Grow Your Business, Train Everybody

Posted on September 3, 2014 By The Sales Board
Supply Chain Services is a small Stillwater, Minn., company that sells barcode equipment to clients in the manufacturing, distribution, and warehousing industries. After it adoptedsales training programs and sales coaching based on the Action Selling system, SCS posted a one-year increase in revenue...
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Selling Skills

Want Quantum Growth? Supercharge Sales Skills

Posted on August 26, 2014 By The Sales Board
A supercharging effect occurs when training in the Action Selling system is extended beyond the sales force to all employees in an organization. And yes, it can happen in a stagnant economy. There is tremendous synergy that comes when all employees understand that every interaction with a customer, ...
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Selling Skills

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

Posted on August 21, 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...
Read More
Selling Skills

Sales Training in Action: How to Turn Stalls Into Sales

Posted on August 20, 2014 By The Sales Board
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 […]...
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Selling Skills

Turn Stalls Into Sales With Better Sales Training

Posted on August 15, 2014 By The Sales Board
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.” “C...
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