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 Action Selling was selected to be in the Top 20 Sales Training Companies list for 2009.
Action Selling Workshops:
We conduct Open Workshops for Sales Training in Minnesota or customized training workshops at your location.
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The 5 Critical Selling Skills
Recent Studies Uncover Critical Selling Skills
Achieving dramatic gains in sales performance cannot be accomplished unless the skills of your sales force are improved. So, which skills are the most important to work on and why?
Through research, The Sales Board has identified Five (5) Critical Selling Skills:
- Buyer/Seller Relationship
- Sales Call Planning
- Questioning Skills
- Presentation Skills
- Gaining Commitment
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Why these 5 Skills?
There are three reasons why these skills are the highest priority.
- They are trainable. Not personality or motivation.
- They are measurable. Using assessments we can determine how much of each skill a salesperson possesses and how well they are able to use the skill.
- When mastered, performance improvement is dramatic. (Most important)
The Action Selling training system focuses on the 5 Critical Selling Skills. When salespeople achieve competency (Certification), performance increases at 6 times the rate of others.
Do you know your skill level? With our Free Selling Skills Assessment, you can assess your knowledge in knowing how and when to use the five critical selling skills.
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Find Out More:
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1. Buyer/Seller Relationship
What are the sequential decisions that customers make that lead to a sale? How can we impact those decisions and do it in the right order? Yes, there is a buying-decision process. When sellers manage the sales process so it is in sync with the buyer's process, they are able to differentiate themselves from their competition and walk arm-in-arm with their customer moving towards a sale. Today, only 18% are able to differentiate from competition and drive greater sales and margins.
2. Sales Call Planning
Results improve dramatically when salespeople stop winging it and learn to use a consistent, proven sales call planning process. Action Selling is such a process. For example, the most frequent mistake that salespeople make is the failure to have the right sales call objectives. Fixing this problem has an immediate effect on the performance of 99% of salespeople. Effective sales call planning provides your sales force with a road map to follow helping them to consistently gain commitment and earn more of the customer's business.
3. Questioning Skills
Effective selling is all about asking, not telling. Learning how to Ask the Best Questions at every stage of the sales process gives your sales force the foundational skills that build stronger relationships and true loyalty with customers. Only 14% have well-developed questioning skills. Salespeople continually leave business on the table and miss opportunities to deliver quality service to your customer.
4. Presentation Skills
Great sales are not born from great standardized product pitches. A lot of money is left on the table when presentations aren't crisply focused on solutions to previously agreed upon needs. Action Selling shows salespeople how to present powerful Company and Product solutions that customers love. With Action Selling, your sales force will learn to focus company and product presentations on customer solutions and be part of the 5% that do this well.
5. Gaining Commitment
No sales call is successful unless the customer commits to take some action that will move the sales process forward. It is shocking to learn that only 38% of salespeople actually ask for commitment. Even fewer are able to handle stalls or objections. With Action Selling, salespeople know how to handle every situation and are confident in asking for commitment smoothly and consistently.
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