BerganKDV is a leading regional accounting and professional-services firm serving the Upper Midwest. Since Bergan introduced Action Selling CRP to its customer relationship professionals (accountants and others who interact with customers), the company has far less...
Everyone who has spent much time in a sales role has heard plenty of stalls and plenty of objections. Every sales training course you’re likely to encounter offers advice about how to overcome them. The trouble is, almost all of that advice is wrong. I believe...
A great example of an organization that fully understands the importance of “opening a sale” before you try to gain someone’s commitment is Cincinnati Children’s Hospital. The hospital also has what I’d call a very non-traditional sales...
I hate the term “close” as it applies to sales. The word implies that you are ending or shutting down something. The truth is, if you wish to gain a customer’s commitment, you don’t want to end anything. You want to begin or continue the...
Quiktron Inc. of Albania, Iowa, sells cable-connectivity solutions to the datacomm and telecommunications industries throughout North America. Christine Corbine, Quiktron’s Director of Sales, provides training for both an outside sales team and a team of...
