sales training Archives - Page 3 of 6

How to Sell YOU

Posted on June 4, 2015 By Eric Faulkner

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 business. If the sales training progra...

Selling Skills

Sales Training in Action: Winning With Best Value Needs

Posted on May 29, 2015 By Eric Faulkner

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 attending a sales training program and g...

Selling Skills

Best Value Needs: The Key to Winning Sales

Posted on May 27, 2015 By Eric Faulkner

“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 means that every day it gets har...

Selling Skills

Sales Training in Action: The Sales Leader as Sales Trainer

Posted on May 15, 2015 By Eric Faulkner

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 company’s sales force. He find...

Selling Skills

Who Should Teach the Sales Training Course?

Posted on May 12, 2015 By Eric Faulkner

I feel so strongly about this issue that I recently wrote a white paper on the topic. You can download that paper here: “The New Role that Drives Sales Leader Value“. In case I haven’t already spoiled the suspense, my answer is a resounding “Yes.” Sales training and sal...

Selling Skills

Sales Training in Action: A Speedier Sales Cycle

Posted on May 1, 2015 By Eric Faulkner

“When we chose sales training programs and sales coaching based on the Action Selling ® system, my hope was that we would be able to translate a higher percentage of our pipeline into business,” says Lori Meredith, director of sales for Knowledge Learning Corp. (KLC), the parent of KinderCar...

Selling Skills

Can Sales Training Accelerate Your Sales Cycle?

Posted on April 29, 2015 By Eric Faulkner

Why do so many deals take so long to close? And what part do salespeople themselves play in dragging out the sales cycle? It’s hard enough just to get business out there. If salespeople make the process take longer than it should, that’s a serious problem. Sure, on occasion some external factors...

Selling Skills

Questions: The Rule of Three

Posted on April 16, 2015 By Eric Faulkner

How long should you question customers to ensure that you understand their needs before you try to present your product or service as a solution to those needs? The best answer is, as long as it takes. You can seek advice from 100 sales training courses and 1,000 sales coaching sessions, but you won...

Selling Skills

Sales Training in Action: Do You Understand Your Own Sales Process?

Posted on April 1, 2015 By Eric Faulkner

How’s your sales process working? Let me clarify. I don’t mean your sales system. If your sales training programs and sales coaching efforts are based on a comprehensive system (such as Action Selling ®), then you already have a roadmap for conducting every sales call (such as The 9 ...

Selling Skills

Why Milestones Matter

Posted on March 25, 2015 By Eric Faulkner

What is the process by which sales actually occur in your company? I’m not talking about a sales system, such as Action Selling ®, which should be the basis for your sales training courses and sales coaching initiatives, identifying critical sales skills and providing your reps with an org...

How to Sell YOU

Sales Training in Action: Winning With Best Value Needs

Best Value Needs: The Key to Winning Sales

Sales Training in Action: The Sales Leader as Sales Trainer

Who Should Teach the Sales Training Course?

Sales Training in Action: A Speedier Sales Cycle

Can Sales Training Accelerate Your Sales Cycle?

Questions: The Rule of Three

Sales Training in Action: Do You Understand Your Own Sales Process?

Why Milestones Matter

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