Action Selling ® operates from the research-proven principle that the most effective way to boost a company’s sales performance is to train salespeople in a way that improves five Critical Selling Skills....

"Big data" is a hot topic in the business world these days, but it isn’t a term you hear in connection with sales training....

"So, you think you've figured out how to salvage your TechShare program?" asked Neil, Mike's CEO. TechShare is 'my' program, is it? Mike thought. The Action Selling ® system I introduced doubled our growth rate, so that's 'ours.' TechShare tanked, so it's mine. Why doesn't this surprise me?...

The call on George’s customers ran longer than expected, so Mike and Tony had to rush to make their next appointment on time. They said goodbye to a jubilant George, scheduled a debriefing conference call with him for the next day, and sped off to Bob’s office....

George’s client’s building had a spacious lobby area, its furniture arranged into several conversation pits. As he had promised, George arrived early and staked out a spot for them to meet. It was a perfect setting for their pre-call meeting....

They settled into a quiet booth toward the rear of the restaurant and began to peruse the lunch menu. But Tony was more concerned with Mike’s ominous silence....

Mike was in awe, that much he knew. But he wasn’t sure why. On the surface, everything he had seen and heard during the morning’s sales call was perfectly familiar. Tony had followed the steps of the Action Selling ® system, just as it was taught....

By the time the plane reached cruising altitude, dawn had broken. The passenger in seat 2-A turned his attention from the window and asked the flight attendant in the first-class cabin for another cup of coffee....

Like any business owner, I shop among various vendors for most of the goods and services my company needs. Salespeople who can offer higher quality, better service, or a lower price often find me a willing listener—at least until they, themselves, do too little listening and too much talking....

The Commitment Objective concept was the first thing that really leaped out at me when I happened to pick up the book, “Action Selling ®: How to Sell Like a Professional Even If You Think You are One.” That was almost two years ago now. It was the first step on a journey that has completely ...