How to sell like a professional, even if you think you are one
About this Sales Book:
Why do sales calls fail without a Commitment Objective? Why is it critical to sell yourself first before discussing products or services with customers? The answers are found in Action Selling.
Have you ever scratched your head after a sales call and wondered what went wrong? If so, then Action Selling is for you. Action Selling is . . .
Part of the Action Selling Book Series
Available in English, Spanish, Portuguese & French
Available in special rate when purchased in bulk.
"Readers of this book will be easy to recognize in years to come. They'll be the ones standing in the winner's circle." Don Pratt, Training & Dev. Mgr., Butler Caterpillar
Key Concepts:
The key concepts unveiled in Action Selling are based on a research-proven Selling Process; a skill set that mirrors the sequential thought process of every customer prior to making a purchasing decision. When used in the proper sequence, these skills have been proven to have the greatest impact on gaining customer commitment.
Author Duane Sparks easily guides you through the nine acts of successful client interactions that can, when followed in succession, lead you faster and more efficiently to the close of a deal, all while building rapport and trust with your clients. When salespeople follow the "Acts" of the Action Selling Process, they become synchronized to how prospects make decisions. The results: greater customer commitment, loyalty and trust.
Based on Sparks' own sales training program that has improved performance for more than 350,000 successful salespeople, Action Selling is a must read for the entire sales force or anyone trying to maximize their selling potential.
Overview:
Action Selling is an easy-to-read sales training book in story format that depicts Sparks' own research-proven process for blending sales skills with client relationship skills to dramatically improve sales performance:
The Story:
Veteran salesperson Matt figures he's in for a major headache when his new boss tells him he needs to learn to sell like a professional. "Oh no," he thinks. "Not another grab bag of pseudo-magic sales tricks." But when Joe begins to explain a system called Action Selling, an ordinary airline flight becomes a life-changing experience. His approach to planning, conducting and closing a sale will never be the same. And his earning potential is about to skyrocket.
After reading Action Selling, you'll thoroughly understand and be able to apply the nine acts of successful client interactions. From planning effective sales calls through gaining commitment and building long-term loyalty, Action Selling teaches you exactly how to build client trust by asking the best questions, building rapport and agreeing on the client's best-value needs, and how these acts can lead to better performance and more commission in your pocket.
Testimonials:
"Unprompted, our sales executives have repeatedly told me Action Selling was the most valuable experience they have ever had."
- Thomas J. Popa, Vice President, Superstition Mountain Properties
"We basically changed our entire sales process because of Action Selling. As a result, we were able to double our revenues over last year!"
- Doug Donley, President, Advantage Golf, Inc.
"It's simply one of the BEST books on selling that I've found. It gives a really easy overview of the often complicated process of selling. This is a book that can be used often as a field book to go back to time and time again - follow it!"
- Carol Hautot, Licensed Business Coach, ActionCOACH
"No magic, no hype - just a process that, when worked properly, produces not only salespeople with a great foundation in sales, but allows each salesperson to utilize their greatest strengths at the same time. We are now light years ahead of our competition because of Action Selling!"
- Tony Collier, Sales Manager, Computer Insights, Inc.
In his more than 30 year career, Sparks has played a key role in building every sales organization he's worked for. He developed Action Selling while owner of one of the largest computer marketers in the United States. Even in the roaring computer business of the 1980s, his company grew six times faster than the industry norm, differentiating itself not by the products offered but by how his salespeople sold them. He founded The Sales Board in 1990 to teach the skills of Action Selling to others. Sparks personally facilitated more than 300 Action Selling training sessions and continues to engage in the business and art of the strategic sales process.
Sparks is author of five sales books. Most recently, he released his fifth book in the Action Selling Book Series: "Sales Strategy From the Inside Out: How Complex Selling Really Works." Additionally, The Sales Board launched Strategic Action Selling Plus, which has brought the Action Selling sales system to the next level, focusing on strategic planning and sales strategy in highly complex selling environments.
All Books:
The Action Selling Sales Books teach salespeople how and when to use the critical selling skills that have the greatest impact on gaining customer commitment. Each book expounds in a deeper way how and when each selling skill is used within the Action Selling Process and why they are so effective at maximizing sales productivity. The Action Selling process paired with Sparks' unique story format allows the reader to get inside the thought process that occurs with both the buyer and seller.
Click on a book image above for further detail.
Action Selling is a tool to manage your entire sales force.
In his more than 30 year career, Sparks has played a key role in building every sales organization he's worked for. He developed Action Selling while owner of one of the largest computer marketers in the United States. Even in the roaring computer business of the 1980s, his company grew six times faster than the industry norm, differentiating itself not by the products offered but by how his salespeople sold them. He founded The Sales Board in 1990 to teach the skills of Action Selling to others. Sparks personally facilitated more than 300 Action Selling training sessions and continues to engage in the business and art of the strategic sales process.
