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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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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 . . .
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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?
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I Have a Few Questions Regarding Sales in Roofing,
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.
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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?
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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.
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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.
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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.
We always try to find out why but they may have stop buying but I was hoping you could help with a basic introduction as a first time call into an account.
John Leonard
Butler Animal Health Supply
John:
First, thank you for your continued loyalty to Action Selling. We appreciate the business from your company very much. Second, thank you for your question. It is excellent. 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 Milestone 1 procedure that we recommend:
Introduction and Gain Attention: Politely introduce yourself. Then make a statement that will generate interest in speaking with you. Example: Hello Doctor, Henry. This is John Leonard from Butler Animal Health Supply. As you may know, Butler is the world's leader in animal health care supplies for veterinarians. How familiar are you with Butler?
Create a Vision: In August my company was awarded the Corporate Value Award by The Association for Corporate Growth. It's quite a recognition because it demonstrates that Veterinarians across the country have a strong preference for working with Butler.
Ask for Commitment: I'd like to schedule about 10-15 minutes with you so I can share an exciting program that will demonstrate exactly why we are the preferred source for Vet supplies. Can I get on your calendar for about 15 minutes next week?
John, nothing works every time. But, this prospecting presentation format has a high percentage of success. I suggest that you take this outline and tailor it to something that you think will get the Vet's attention and create a vision of what it might be like to get involved with you and Butler. Then test and refine until you see a consistent result.
Good luck and Good Action Selling!
Duane Sparks
Author of Action Selling.
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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.
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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..
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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.
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