The Action Selling Sales Process is a research-proven, non-manipulative procedure that helps salespeople move the sale forward – naturally, by following the decision-making process of the buyer. These decisions are made in the following order:
THE FIVE BUYING DECISIONS
- Salesperson – Customers decide if they like and trust you.
- Company – What is your company’s reputation? Is your company a good match for them?
- Product – Is your product the right solution for their needs?
- Price – Is your solution a good value?
- Time to Buy – Is now a good time for them to move forward with the purchase?
Customers will find reasons not to buy when your sales call is out of sync with their buying decisions. To increase your selling success, you must sequence your presentation to follow the buyers decision-making process.
THE 9 ACTS OF THE SALE
Action Selling divides a sales meeting into 9 key components we call “Acts”. With each Act, the salesperson uses a critical Selling Skill that enables them to move the sale forward naturally as each buying decision is being made.
BENEFITS OF USING THE PROCESSThe 9 Acts of the sale moving in progression with the 5 Buying Decisions gives salespeople a roadmap, helping them to:
- Stay in sync with how customers make decisions
- Use skills that maximize success potential
- Move the sale forward
- Shorten sales cycles
- Protect margins
- Win More Sales
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Sign up for a Sales Performance Analysis: an eye-opening discussion of your own sales force’s objectives and performance challenges. With this conversation you’ll get customized details of how you can dramatically improve your company’s sales performance while managing your sales force with greater clarity and less hassle.