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: 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...

Why You Need to Redefine Your Product

On any given sales call, what are you actually there to sell? Suppose I said that in most sales calls, your “product” has nothing to do with what you are there to sell. Outlandish? No. In fact, this concept has enormous implications for sales training. Let...

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...

No Commitment Objective? Then No Sales Call

What is the single most important thing you can do before calling on a customer? The answer is to decide on an appropriate Commitment Objective for the call. Not a list of call objectives, mind you. A Commitment Objective. I believe that this concept should be...
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