Stalls VS. Objections: No, They Don’t Have the Same Solution

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...

Opening a Sale – Action Selling In Action

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...

How to Open a Sale

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...

Why 64% of Salespeople Don’t Close – Action Selling In Action

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...

A Toolkit for the Best Year in the History of Your Company

Regardless of how much education you’ve had, you can always learn more. When your profession is sales communications, and you want to be great at selling, then what you say—and the way you say it—are pretty important. In today’s selling...