sales training Archives | Page 3 of 6 | Action Selling

Questions: The Rule of Three

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...
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Why Milestones Matter

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 organized...

Partner or Peddler?

Action Selling could as easily be named Action Advising. This becomes strikingly obvious when the system is used by professionals whose “product” is advice—financial advisors, consultants, accountants, and attorneys, for example. Everything about the system—each of the Nine A...