I keep hearing that making sales today is more difficult than in the past. The trouble is, I've heard the same thing for 30 years. One of the first questions I ask salespeople at the beginning of any training session is: "Would you say that selling is more challenging now than in the past?"...

CHS Inc. is a Minnesota-based Fortune 100 business owned by agricultural cooperatives, farmers, ranchers, and other stockholders. Tyler Benson, CHS sales training manager, says that training in the Action Selling ® system has kept the company's energy division on an even keel through some rough ...

Nine out of 10 salespeople can't cope effectively with stalls and objections. Since every salesperson confronts stalls and objections pretty often, you could call that a major fail....

Companies that introduce Action Selling ® to their salespeople—or Action Selling ® CRP to their customer relationship professionals—find it remarkable that so many customer stalls and objections turn into non-problems....

Nine out of 10 salespeople can't cope effectively with stalls and objections. Since every salesperson confronts stalls and objections pretty often, you could call that a major fail....

Handling stalls and objections becomes a whole new ball game for salespeople and customer-relationship professionals who are introduced to Action Selling ®....

Every salesperson runs into stalls and objections from customers. Every sales-training company teaches methods for handling them....

“If we get a stall or objection,” Roberts continues, “it usually arises because a competitor has told the client that they don’t need a certain product we offer."...

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....

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 organization....