Sales Training – The Sales Board http://www.thesalesboard.com Your #1 Source on Selling Mon, 27 Jun 2016 07:16:29 +0000 en-US hourly 1 Your Secret Sauce Starts With Planning http://www.thesalesboard.com/sales-articles/understand-how-buyers-buy/your-secret-sauce-starts-with-planning/ Wed, 04 Mar 2015 19:47:19 +0000 http://www.thesalesboard.com/?p=3202 The post Your Secret Sauce Starts With Planning appeared first on Sales Training - The Sales Board.

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Sales Training Research Study http://www.thesalesboard.com/sales-training-white-papers/sales-training-research-study/ Wed, 11 Dec 2013 19:23:41 +0000 http://dev.thesalesboard.com/?p=1656 Independent Research from Aberdeen Group Proves Action Selling Outperforms All Other Sales Training. Included in the Aberdeen Sales Training Research Study. Independent research company Aberdeen Group proved with research of 835 companies that Action Selling consistently outperforms "All Other" major sales training companies in these important measurements.

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The Art of Selling http://www.thesalesboard.com/sales-articles/how-to-train-salespeople/the-art-of-selling/ Mon, 04 Nov 2013 20:47:29 +0000 http://dev.thesalesboard.com/?p=509 Several things about selling are still terribly exciting to me. One of them is effectively using Sales Questioning skills to land a deal. Another is seeing the moment when salespeople realize that they haven't just gotten a little better at their job, they have made a quantum leap in sales performance. They have learned something transformative. They have gained sales capabilities—and earning potential—that will change their lives. They have become different, and they know it...

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Why You Need to Redefine Your Product http://www.thesalesboard.com/sales-articles/learn-critical-selling-skills/why-you-need-to-redefine-your-product/ Tue, 05 Nov 2013 02:42:12 +0000 http://dev.thesalesboard.com/?p=507 For Action Selling or any sales methodology to work, your sales force must follow the right Sales Process. The right sales process is the sequence of activities resulting in customer commitments that most frequently lead to a sale in your company's situation...

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Commitment Objectives: The Missing Key to Transformation http://www.thesalesboard.com/sales-articles/use-the-best-sales-process/commitment-objectives-missing-key/ Mon, 04 Nov 2013 20:36:57 +0000 http://dev.thesalesboard.com/?p=505 I love to meet with Action Selling clients. It's not just that I want to stay in touch. It's because they have so much to teach me—for example, Commitment Objectives and my own system...

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Quantity vs. Quality http://www.thesalesboard.com/sales-articles/how-to-train-salespeople/quantity-vs-quality/ Mon, 04 Nov 2013 20:31:18 +0000 http://dev.thesalesboard.com/?p=503 Most salespeople are aware of why Questioning Skills are important to their jobs. Not that they actually ask the BEST sales questions, mind you, but they know that they are supposed to question customers in order to find out whether the customers have any pressing needs for which the salesperson's products and services might provide solutions...

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No Commitment Objective? No Sales Call http://www.thesalesboard.com/sales-articles/use-the-best-sales-process/no-commitment-objective-no-sales-call/ Tue, 05 Nov 2013 02:25:36 +0000 http://dev.thesalesboard.com/?p=501 The Commitment Objective is the foundation stone of Action Selling. Everything else in the sales system hinges on the idea that you must go into every single sales call you make with a Commitment Objective in mind...

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The Beauty of a Plan http://www.thesalesboard.com/sales-articles/business-skills-for-salespeople/the-beauty-of-a-plan/ Tue, 05 Nov 2013 02:17:29 +0000 http://dev.thesalesboard.com/?p=497 When I talk or write about the Action Selling Sales Plan, I stress the fact that it is a full-fledged sales system, rather than just a collection of sales tips and tricks. It provides a structure and a step-by-step sales process that guides the salesperson through every milestone of a sales interaction, from initial contact to post-sale follow-up...

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It’s All in the Timing http://www.thesalesboard.com/sales-articles/learn-critical-selling-skills/its-all-in-the-timing/ Mon, 04 Nov 2013 20:10:05 +0000 http://dev.thesalesboard.com/?p=495 If you look at the Action Selling process in a certain light, you'll see that the entire sales system is built upon the importance of Sales Timing. "Sell the salesperson before selling the product?" That's about timing. "Help the customer make five key buying decisions in the proper, natural order?" That's about timing. The Nine Acts, and our insistence that you follow them in the right sequence? Timing...

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Find The Accelerator http://www.thesalesboard.com/sales-articles/business-skills-for-salespeople/find-the-accelerator/ Mon, 04 Nov 2013 20:02:54 +0000 http://dev.thesalesboard.com/?p=493 When a company succeeds with a brand new idea or technology, or when it takes off like a skyrocket in a new market, we are impressed but not mystified. But what about companies in mature industries, the ones whose actual goods or services are hard to distinguish from those of a slew of competitors? A few such companies—a precious few—rack up gains far above their industry averages. And they go right on doing it, year after year. They aren't skyrockets, they're more like finely tuned, high-performance race cars. What is their Sales Differentiation Strategy? What do they do that the others don’t?

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“Did You Get Some Training?” http://www.thesalesboard.com/sales-articles/how-to-train-salespeople/did-you-get-some-training/ Mon, 04 Nov 2013 19:55:06 +0000 http://dev.thesalesboard.com/?p=489 Everyone in the sales training business is teaching salespeople that they need to ask more and better questions. They instruct you to use "open-ended" questions. They give you some tricks to pull, like, "Tell me more" or "What happens then?"...

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Your First 18 Months as a New Sales Leader http://www.thesalesboard.com/sales-training-white-papers/your-first-18-months-as-a-new-sales-leader/ Mon, 04 Nov 2013 17:06:48 +0000 http://dev.thesalesboard.com/?p=595 What YOU need to do before the honeymoon is over! Cue "Mission Impossible" theme. The time bomb is ticking. Can the hero defuse the thing before the world is destroyed? Welcome to what many claim is the reality of the new sales leader. If you have just been hired or promoted into a high-level sales management job, your life expectancy is about 18 months...

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Without a Plan, You Have No Value http://www.thesalesboard.com/sales-articles/dont-make-classic-selling-errors/without-a-plan-you-have-no-value/ Mon, 04 Nov 2013 17:05:29 +0000 http://dev.thesalesboard.com/?p=476 Time is money, and customers know it. If they invest their precious time in you by agreeing to let you make a sales call, what do they get in return? The answer had better be something much more than a spiel crammed full of product information that they could have found more quickly and easily on a web site. If it isn’t, then customers don’t want you to call again. Worse yet, you’re just a drag on your employer’s payroll. And sooner or later, your employer is going to figure that out.

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“I Didn’t Know You Cared” http://www.thesalesboard.com/sales-articles/dont-make-classic-selling-errors/i-didnt-know-you-cared/ Mon, 04 Nov 2013 17:01:08 +0000 http://dev.thesalesboard.com/?p=474 Action Selling teaches that most of the selling you actually do during a sales call takes place while you are asking questions, not while you’re presenting your products. That calls for a pretty radical change in behavior for some veteran salespeople. Suppose you called on a familiar customer and you began to ask insightful questions about the customer’s business that didn’t obviously pertain to the product you’re trying to sell. How surprised would the customer be to discover ...

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The Secret to Quantum Growth http://www.thesalesboard.com/sales-articles/business-skills-for-salespeople/the-secret-to-quantum-growth/ Mon, 04 Nov 2013 16:57:15 +0000 http://dev.thesalesboard.com/?p=472 A supercharging effect occurs when training in the Action Selling system is extended beyond the sales force to all employees in an organization. And yes, it can happen in a stagnant economy. =There is tremendous synergy that comes when all employees understand that every interaction with a customer, or potential customer, is a sales call—one that leaves the customer more sold or less sold on the company. There is a powerful effect of tearing away the veil of mystery that surrounds the sales process, so that non-sales types, including managers, can offer advice and guidance that is actually helpful to the sales force...

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