Profile cover photo
Profile photo
Action Selling
15 followers -
Leader in Sales Training and Sales Management Training
Leader in Sales Training and Sales Management Training

15 followers
About
Communities and Collections
View all
Posts

Post has attachment
Masters of Loyalty: The Right Lever Can Move the World - The Right Lever Can Move the World – You can see loyalty happen. The call on George’s customers ran longer than expected, so Mike and Tony had to rush to make their next appointment on time. They said goodbye to a jubilant George, scheduled a debriefing conference call with him for the next day, and sped off to Bob’s office. Bob was pleasant enough during the introductions. Tony made a point of presenting Mike as a high-level executiv...
Add a comment...

Post has attachment
Masters of Loyalty: From Problem Solver to Business Partner - From Problem Solver to Business Partner – The customer need that never goes away. George’s client’s building had a spacious lobby area, its furniture arranged into several conversation pits. As he had promised, George arrived early and staked out a spot for them to meet. It was a perfect setting for their pre-call meeting. After a little Act 2 relationship-building talk, Tony got straight to business. “What’s your Commitment Obje...
Add a comment...

Post has attachment
Masters of Loyalty: It’s Execution, Not Magic - It’s Execution, Not Magic – Masters have headaches, too. “Our first appointment this afternoon will be a joint call with George,” Tony said in response to Mike’s question. “He’s one of our reps here in Phoenix. George is making a TechShare call and asked me to give him some coaching before he goes in. And, of course, he wants me to help on the call. He has positioned me as some kind of TechShare expert.” “George wants to close a TechShare deal...
Add a comment...

Post has attachment
Masters of Loyalty: Where Loyalty is Born - Where Loyalty is Born – Consistency turns a sales maker into a Loyalty Generator. They settled into a quiet booth toward the rear of the restaurant and began to peruse the lunch menu. But Tony was more concerned with Mike’s ominous silence. “Look, Mike, that came out wrong,” he said. No kidding, he thought, kicking himself. You’re the big boss who brought Action Selling into the company, so I imply that you don’t understand it. Maybe I can spill m...
Add a comment...

Post has attachment
Masters of Loyalty: The Black Belt in Loyalty - The Black Belt in Loyalty – Mike gets a glimpse – but a glimpse of what? “So would you like to go ahead and make us your primary supplier?” Tony asked. “Yes, I would,” Janice answered. “Let’s get started.” “Thanks, Janice,” Tony said. “I appreciate your business. I promise we’re going to make you very happy with this decision. Now, when shall we schedule a quick training session for your staff on how the ordering system will work? Would Friday...
Add a comment...

Post has attachment
Masters of Loyalty: Preface – There’s something strange about this loyalty thing. - By the time the plane reached cruising altitude, dawn had broken. The passenger in seat 2-A turned his attention from the window and asked the flight attendant in the first-class cabin for another cup of coffee. His clothing had already pegged him as a business traveler, but now something in his manner caused the attendant to update her appraisal. Another worried executive, she thought. Like so many these da...
Add a comment...

Post has attachment
Masters of Loyalty: Introduction – How we get ‘customer loyalty’ wrong. - Like any business owner, I shop among various vendors for most of the goods and services my company needs. Salespeople who can offer higher quality, better service, or a lower price often find me a willing listener—at least until they, themselves, do too little listening and too much talking. But in one area where my company relies on outside help, I am loyal to a particular supplier. By “loyal” I don’t just mean that...
Add a comment...

Post has attachment
Sales Strategy From the Inside Out: I Found A Secret Weapon - “It’s moving like a freight train.” That was Stan Hall’s first laughing response when I asked what he knew about the deal our people are working on with his man Victor Herstad. In part, Stan was flexing a little muscle, letting me know that he wasn’t going to be run over, and he could derail us if he chose. But there was more admiration in his voice than warning. He was impressed. I know just what you mean, my friend, I thought. ...
Add a comment...

Post has attachment
Sales Strategy From the Inside Out: Now I Know A Sales Force Can Add Value! - I knew Darrel Sharp as someone to say hello to at the Black Bear Yacht Club. I even recalled somebody mentioning that his company, GoTeam, had recently become a much hotter player in its industry. But he’s a golfer while my passions are sailing and tennis, so we don’t run into each other a lot. By the time Darrel called to talk about the deal his people are working out with Victor Herstad, I was already thinking I...
Add a comment...

Post has attachment
Sales Strategy From the Inside Out: My Kingdom for Some Clarity - My Kingdom for Some Clarity – Victor Herstad, Vice President-Business Development, Amstand Companies Needless to say, Ron Jensen impressed me with his first phone call, when it turned out that he knew more about Amstand than I did. At least, he knew more about the underlying problem that explains why I got this job: the little matter of our lagging organic growth rate, which my CEO, bless his heart, had chosen not to share wi...
Add a comment...
Wait while more posts are being loaded