Sales Training Program - n The Field

A sales representative for an electrical-equipment company landed a $77,000 order thanks to the listening skills he picked up in an Action Selling™ workshop.

On a call to an electrical contractor, the sales rep used open-ended sales questions to uncover the key needs driving the purchasing decision: The contractor needed to buy supplies at a price point that wouldn't exceed the amount he had quoted for materials on a particular job, and he needed to buy them fast. The sales rep listened carefully, restated the needs to check his understanding and quickly submitted a bid tailored to those very requirements. It's hardly surprising that his was the winning bid.