Action Selling Differentiators: #1 Preparation

DIFFERENTIATOR # 1 – PREPARATION – Action Selling takes a very different approach to prepare students for the learning experience. We focus preparation in two areas: A deep level assessment of the student’s pre-training skills. Provide students with...

Fortune 500 Sales Training: Presentation Skills

FORTUNE 500 IMPROVEMENT IN CRITICAL SALES SKILL #4: PRESENTATION SKILLS PRESENTATION SKILLS are best when Company/Product capabilities are presented as solution to a need that the salesperson and the customer had previously agreed upon. When Company/Product...

Financial Services Industry Sales Training: Questioning/Listening

FINANCIAL SERVICES INDUSTRY IMPROVEMENT IN CRITICAL SALES SKILL #3: QUESTIONING/LISTENING QUESTIONING/LISTENING. Great listeners ask great questions. The best salespeople don’t just ask questions; they ask the best questions. These are the questions that allow...

Big Data-Driven Sales Training

Every Company Wants to Grow Sales. Using sales training as a mechanism to achieve that goal is certainly plausible. Unfortunately, whether the programs are developed internally or purchased from a supplier, most sales training initiatives fail to produce truly...

Distribution Industry Sales Training: Sales Call Planning

DISTRIBUTION INDUSTRY IMPROVEMENT IN CRITICAL SALES SKILL #2: SALES CALL PLANNING SALES CALL PLANNING is primarily focused on the salesperson’s knowledge and ability to plan sales calls that include a Commitment Objective. A Commitment Objective is a goal that...