Salespeople are called upon to perform many duties, from customer training to market analysis. But we must never forget the primary value we bring to our organizations, the real reason we remain on the payroll: We are excellent at gaining commitment from paying customers. Or, at least, we’re supposed to be.
Why don’t customers commit? Because salespeople don’t ask them to.
Yet incredibly, four out of six sales calls end without the salesperson asking the client to commit to any action that will move the process forward toward a sale. The salesperson presents some product information, maybe leaves some brochures-and walks away.
That is a travesty. Here’s how to prevent it…
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).