Sales Training – The Sales Board https://www.thesalesboard.com Your #1 Source on Selling Mon, 23 Jan 2017 20:38:36 +0000 en-US hourly 1 Sales Managers: Coach how to question the question https://www.thesalesboard.com/sales-articles/sales-managers-coach-how-to-question-the-question/ Mon, 23 Jan 2017 20:38:36 +0000 https://www.thesalesboard.com/?p=4908 The nine acts of the Action Selling sales training program, provide salespeople with a complete strategic and tactical guide for planning and conducting client calls.

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Big Data Industries Page https://www.thesalesboard.com/sales-articles/big-data-industries-page/ Fri, 20 Jan 2017 15:54:53 +0000 https://www.thesalesboard.com/?p=4873 The post Big Data Industries Page appeared first on Sales Training - The Sales Board.

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Plan to Win Replay the Call https://www.thesalesboard.com/sales-articles/plan-to-win-replay-the-call/ Thu, 19 Jan 2017 13:54:44 +0000 https://www.thesalesboard.com/?p=4864 Use Plan/Replay tools to make sure everyone is using what you teach. Ensure compliance to your Sales Development Plan.

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Selling Skills: Case Study https://www.thesalesboard.com/sales-articles/selling-skills-case-study/ Wed, 18 Jan 2017 19:20:13 +0000 https://www.thesalesboard.com/?p=4860 “I’ve seen a definite improvement in the professionalism of my sales force since implementing Action Selling,” says Richard Grey, regional vice president of Rochester Midland Corp. The Rochester, N.Y., company sells specialty chemicals to a variety of markets through 33 branch offices in major U.S. cities.

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Commitment Objective https://www.thesalesboard.com/sales-articles/commitment-objective/ Wed, 18 Jan 2017 19:03:34 +0000 https://www.thesalesboard.com/?p=4856 No sales call should ever be made without a Commitment Objective. If you do not have a Commitment Objective firmly planted in your mind, you will wind up being one of those 62% that don't Ask for Commitment.

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Sales Book: Questions – The Answer to Sales https://www.thesalesboard.com/sales-articles/sales-book-questions-the-answer-to-sales/ Wed, 18 Jan 2017 18:48:03 +0000 https://www.thesalesboard.com/?p=4854 Do you procrastinate and spin your wheels to avoid the dreaded task of prospecting for new clients? Call reluctance is a common ailment among salespeople. But the fact remains that nothing happens until you get that first appointment.

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How To Get Your Foot In The Door https://www.thesalesboard.com/sales-articles/how-to-get-your-foot-in-the-door/ Wed, 18 Jan 2017 16:55:58 +0000 https://www.thesalesboard.com/?p=4851 Do you procrastinate and spin your wheels to avoid the dreaded task of prospecting for new clients? Call reluctance is a common ailment among salespeople. But the fact remains that nothing happens until you get that first appointment.

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Sales Training ROI Calculator https://www.thesalesboard.com/sales-articles/sales-training-roi-calculator/ Wed, 18 Jan 2017 15:39:16 +0000 https://www.thesalesboard.com/?p=4831 Sales training ROI calculator - What ROI can you see from our sales training program? The Sales Board has trained over 400,000 salespeople worldwide and achieved positive ROI in every industry!

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Never Stop Learning to Sell https://www.thesalesboard.com/sales-articles/never-stop-learning-to-sell/ Tue, 17 Jan 2017 16:13:39 +0000 https://www.thesalesboard.com/?p=4829 Some 30-year sales veterans can honestly tell you that they still learn something new every day. No matter how formidable the sales skills they already possess, they just keep on getting better.

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The Non-Stop Sales Coach https://www.thesalesboard.com/sales-articles/the-non-stop-sales-coach/ Tue, 17 Jan 2017 15:07:03 +0000 https://www.thesalesboard.com/?p=4819 If you have trained your salespeople in Action Selling, you are already way ahead of the game. But now, what is the optimum thing you could imaginably do to supercharge that training and squeeze the most value out of it?

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Sales Coaching Any Time Anywhere https://www.thesalesboard.com/sales-articles/sales-coaching-any-time-anywhere/ Tue, 17 Jan 2017 15:00:19 +0000 https://www.thesalesboard.com/?p=4823 The idea is to make it a habit to look back over each call to see if you can learn anything that might improve your performance next time. Could you have asked better questions to uncover more critical needs? If you encountered an objection or a stall, could you have handled it more effectively?

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A Toolkit for the Best Year in the History of Your Company https://www.thesalesboard.com/sales-articles/business-skills-for-salespeople/a-toolkit-for-the-best-year-in-the-history-of-your-company/ Thu, 15 Dec 2016 14:38:05 +0000 https://www.thesalesboard.com/?p=4815 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.

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Fire Your Tailor: Why Tailored Sales Training is Not the Answer https://www.thesalesboard.com/sales-articles/business-skills-for-salespeople/fire-your-tailor-why-tailored-sales-training-is-not-the-answer/ Tue, 13 Dec 2016 20:52:08 +0000 https://www.thesalesboard.com/?p=4812 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 salesperson and every sales call is different; to treat them as the same is a huge mistake.

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Is Your Sales Training a Project or a Process? https://www.thesalesboard.com/sales-articles/business-skills-for-salespeople/is-your-sales-training-a-project-or-a-process/ Tue, 13 Dec 2016 17:40:58 +0000 https://www.thesalesboard.com/?p=4808 “If you can’t describe what you are doing as a process, you don’t know what you are doing.” So said management theorist W. Edwards Deming, the world’s leading expert on quality improvement. All work involves a process. That includes sales work.

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Replay the Call…And Strike Gold https://www.thesalesboard.com/sales-articles/business-skills-for-salespeople/replay-the-call-and-strike-gold/ Tue, 13 Dec 2016 16:47:04 +0000 https://www.thesalesboard.com/?p=4804 Thanks to some ideas he picked up in a recent Action Selling workshop, Ken Prenger returned to his job and rescued a $250,000 deal he had given up for dead. But that’s just for starters.

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