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What's Your Sales Challenge?
What's stopping your sales team from being top notch?
Email a confidential question to Action Selling's Author and Chairman, Duane Sparks. He will personally respond with advice to solve your selling challenge.
(Your submission may appear in a future Sales eCoach issue.)
Submit Your Question
Discover the Process
That Wins Sales
This is the book that describes
exactly how and when to utilize
the five critical selling skills.
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Tips |
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Selling & Sales Tips:
Tips on Selling Effectiveness
Since 1990, Action Selling has been positively impacting revenue growth, margins and business development for thousands of companies worldwide. If you are facing sales related issues, Action Selling has the answer for you.
The following selling tips may help you resolve your challenges. If you have a specific question you'd like answered, The eCoach author Duane Sparks, will personally respond to you and it may be featured here. Submit Sales Questions.
 RSS Follow - Selling and Sales Tips.
Secret to Closing The Sale
Question: What's the secret to closing the sale or clinching the deal?
Answer:
Great question. If I looked at the sales process and said to myself . . .
Open Article
What Strategies Can I Use in Sales and Distribution in FMCG?
Hi, Thanks for material you sent to me. I am very gladdy to have all these sales materials. I have a question for you:
Question: What strategies can I use in sales and distribution in FMCG?
Open Article
I Have a Few Questions Regarding Sales in Roofing,
I have a few questions regarding sales in roofing, (flat & low slope commercial, industrial & agricultural bldgs). CHALLENGE: We cover 4 states in the Northwest; this makes some of the 'normal' strategies a little more challenging since it is impossible to know who all I will be competing with - so it is hard to talk about your competition. Since we are spread so thin, word-of-mouth advertising is nothing to speak of. We get 99% of our leads through direct mail and eblast, this usually gets me to their door after they respond with a call or email. One of my biggest challenges is due to the nature of the corporate world; the process has to be approved by more people then can meet with me. This makes the challenge of closing a deal on the spot close to impossible.
Question: Do you have any advice for me? Thanks.
Samuel Mast
Mast Roofing, Inc.
Answer:
Samuel:
Based on what you are telling me, it sounds like you might be too focused on closing the deal for your roofing 'on the spot.' Since you are calling on a corporate market, the sell cycle is what we would categorize as complex. This means that you have multiple decision-makers involved in your sell cycle. Navigating your way through this requires you to have different Commitment Objectives for the calls that you make.
When you are calling on a decision-maker that can only make a recommendation, you cannot have a Commitment Objective of gaining the business. Everyone will be frustrated. In addition, with some lower level decision-makers the best commitment you can gain is an agreement to meet with another decision-maker.
Since you are covering a large geography, making multiple trips to accounts is probably expensive. I would suggest that you do much of your pre-sales work over the phone and email. You would be surprised how much can be done using technology. You can move your prospects through several milestones of a complex sell cycle before you make the face-to-face call. If you handle the process well, you can earn the right to include the Ultimate Decision-Maker in the first face-to-face call.
Our team of sales training consultants can help you define a sales process that will help you streamline and document the best approach to solving your problem. We have done this with over 3,000 companies already and know a lot about your particular industry. Let me know if you would like us to contact you.
Thank you for your question, Samuel.
Duane Sparks
Author of Action Selling
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How Do I Present My Product in 15 Minutes?
Next month I will have an audience with the 6 top Chain stores in the USA. I have 15 minutes each to present my product to them. Most of which have never even seen or heard of my product.
Question: How do I cut to the chase?
Open Article
I Need to Know Sales Tactics
Question:
I have experience of purchasing about twenty years and I recently joined the sales department, I am just a beginerr in sales and I need to know all the sales tactices in order to suceed in this field.
Open Article
Sales Presentations That Miss The Mark
You know your product, its features and its benefits. You have a well-rounded presentation that explains all of it, complete with visual aids. When salespeople find a prospect willing to listen to them, they schedule the time to give their.
Open Article
Hey Duane; I was wondering how you would suggest starting out a conversation, developing dialoge with a customer who has never bought from you or had at one time but stopped.
I realize that we invest most of our time while training Action Selling on the Milestones that follow Milestone 1. It makes sense that if there is difficulty with Milestone 1 you won't get to Milestone 2!
Here is an example of the .
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What was the highest score you have seen in a class? What was the person's profession?
Scores in the 90+ range are excellent as the Action Selling Final Certification assessment is very challenging. Based on our research, salespeople who Certify on Action Selling (score of 75% or greater) increase their sales at twice the rate of .
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How can I improve my questioning skills? Give an example of some exercises. Does it mean that I am afraid of asking or do I need to improve my listener skills?
Questioning is the real 'art' of selling. To me it is like a muscle that needs to be continually exercised and developed. My guess is that you are not afraid to ask questions. After all, you had the courage to write an email to me and ask me.
Open Article
How can I improve my communication skills?
Sales Communication begins with being a good listener. You can become a better listener when you ask the best questions..
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How do I get them to commit?
Commitment results from the customer first being sold on the Salesperson, then the Company, Product, Price and finally the Time to Buy..
Open Article
Which question is most likely to provide the most valuable information from a buyer?
The most valuable information is obtained by asking Open-Ended Questions.
Open Article
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