Opening a Sale – Action Selling In Action

A great example of an organization that fully understands the importance of “opening a sale” before you try to gain someone’s commitment is Cincinnati Children’s Hospital. The hospital also has what I’d call a very non-traditional sales...

How to Open a Sale

I hate the term “close” as it applies to sales. The word implies that you are ending or shutting down something. The truth is, if you wish to gain a customer’s commitment, you don’t want to end anything. You want to begin or continue the...

Why 64% of Salespeople Don’t Close – Action Selling In Action

Quiktron Inc. of Albania, Iowa, sells cable-connectivity solutions to the datacomm and telecommunications industries throughout North America. Christine Corbine, Quiktron’s Director of Sales, provides training for both an outside sales team and a team of...

A Toolkit for the Best Year in the History of Your Company

Regardless of how much education you’ve had, you can always learn more. When your profession is sales communications, and you want to be great at selling, then what you say—and the way you say it—are pretty important. In today’s selling...

Fire Your Tailor: Why Tailored Sales Training is Not the Answer

I have consulted with hundreds of companies over the years, and I can’t tell you how many times I’ve heard the comment: “Our business is different.” I understand, and I agree. But I would take that difference down another notch or two. Every...