1. Buyer/Seller Relationship
What are the sequential buying decisions that customers make that lead to a sale? (There are five of them.) How can we impact those buying decisions in the correct sequence? Because of the buying-decision process that exists in every major purchase, sellers must manage the sales process so it is in sync with the buyer's process. When this is done, salespeople are able to differentiate themselves from their competition and walk arm-in-arm with their customer moving towards a sale. Today, only 18% of salespeople are able to differentiate from the competition and drive greater sales and margins for their company.
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 teaches this process. The most frequent mistake that salespeople make is the failure to have the right objectives for a sales call. Fixing this problem has an immediate effect on the performance of all 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. Sales Questioning Skills
Effective selling is 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 truly loyal customers. Only 14% of salespeople have well-developed questioning skills. Without a sales questioning plan, salespeople continually leave business on the table and miss opportunities to deliver the highest quality service to the customer.
4. Sales Presentation Skills
Great sales are not born from great product pitches. When presentations aren't crisply focused on solutions to previously agreed upon needs, salespeople miss sales that should have been made. Action Selling shows salespeople how to present powerful Company and Product solutions that customers love. With Action Selling, your sales force will be in the league that does this with precision.
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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