Sales Training in Action: First, Sell Yourself

When you hear about some company landing a monster deal, how often do you wonder who the sales rep was? G.B. Rand, a senior rep in the wholesale division of Thomas Petroleum, is your guy. Rand attended his first sales training program based on the Action Selling...

How to Sell YOU

How, exactly, do you sell yourself? The question is vital because customers will not buy your product unless they have first bought you—the salesperson. One of your fundamental challenges is to persuade customers that you are someone with whom they want to do...

Sales Training in Action: Winning With Best Value Needs

Phil Underwood of Columbus, Georgia, is an area consultant who handles business clients for Veolia Environment Services, a waste-management firm. His basic offerings (size of dumpster, frequency of pickup) are commodities, easily matched by competitors. After...

To Win Sales, Find Best Value Needs

“Commodities” used to mean things like wheat. Now yesterday’s technological miracle becomes today’s commodity at blinding speed. Regardless of your industry, chances are that your competitors sell wares identical or very similar to yours. This...

Sales Training in Action: The Sales Leader as Sales Trainer

Wieland Inc., based in Grabill, Ind., sells furniture to hospitals and other venues in the healthcare industry. Stan Schneider, Wieland’s national sales manager, acts as a sales trainer and sales coach in the ongoing rollout of Action Selling training for the...