Salespeople know that they’re supposed to sell to the customer’s needs. Here is the classic—and tragically wrong—way they usually learn to do it: Uncover the first need. Begin a product presentation, covering features and benefits....

When salespeople understand Action Selling ® at a deep level and use it with precision, they don’t just win more business, they win it faster....

It seems as if every time I come up with a new, brainy idea, I find out that someone else already had the idea. Sometimes the originator turns out to be the leading authority on the topic....

Action Selling ® has been described by enthusiastic learners as a major GPS for navigating the sales process....

Most likely the people who tell you about their integrity probably have a problem with it. Integrity is not something that you talk about...it is something that you demonstrate....

In many companies, salespeople essentially are left to their own devices. They walk into complex, business to business selling situations, with multiple decision makers and unclear buying criteria, armed only with their own background research and their own skills....

Some sales calls progress in a logical order, building momentum toward a successful outcome. Many more are poorly planned, unfocused, and a waste of time for everyone involved. Short of customers actually kicking you out of their offices, how do you know if you’re conducting an effective sales cal...

Everyone loves to talk about customer loyalty, but what does that mean, really? I argue that customers are not genuinely loyal to your company until they have stopped shopping among your competitors....

When a price objection surfaces, most salespeople crumble. Or, they take the path of least resistance and match a competitor’s price. Salespeople need to understand that buyers are being professionally trained to ask for price concessions....

We get a lot of gratifying compliments about our first book, “Action Selling ®: How to Sell Like a Professional, Even If You Think You Are One.” But one that we hear over and over comes from readers who are struck by the way the Action Selling ® system functions as a sort of navigational...