Sales Training in Action: What a Difference a Plan Makes

One of my all-time favorite voicemail messages came from George Hudson, an account executive for Perfecto Tool & Engineering in Anderson, Indiana. He had recently completed one of our Action Selling sales training programs. Here’s his message: “Hi,...

Sales Training in Action: Rx for Great Presentations

Daktronics Inc. of Brookings, S.D., is in the business of electronic signage. Most of its products are relatively small, intended for use in retail stores, churches, parking lots, and other such venues. But because the company is well known as a supplier of giant...

Sales Training in Action: First, Redefine Your Product

“It is awesome to see the growth in confidence in our sales force after we got everyone crystal clear about our sales process,” says Todd Eber, president of W.A. Roosevelt Co., a wholesaler of electrical and plumbing products based in La Crosse, Wis. Eber...

Sales Training in Action: The Joy of Commitment Objectives

Even a lot of veteran salespeople have never encountered sales training that introduces them to the concept of Commitment Objectives. They’re often astonished when they discover how much money they have been leaving on the table because nobody ever explained it...

Sales Training in Action: The Question as Art Form

Selling is both science and art, of course, but where does one end and the other begin? Here’s why the answer matters: While it is crucial to practice the science of selling, it’s only when you master the artistic, creative part that your performance takes...
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