Some sales calls progress in a logical order, building momentum toward a successful outcome. Many more are poorly planned, unfocused, and a waste of time for everyone involved. Short of customers actually kicking you out of their offices, how do you know if you’re conducting an effective sales call?
What criteria do you use to monitor your progress? How do you even determine what progress looks like? For that matter, what’s your yardstick for a “successful outcome” on any given sales call?
It is heartbreaking to consider how many veteran salespeople would struggle to answer those questions.
In our sales book “Action Selling: How to Sell Like a Professional, Even If You Think You Are One,” many benefits of a systematic, genuinely professional approach to the sales process are described. One crucial advantage of a step-by-step system is that when you’re out of step, you know it. That sounds elementary, but it puts you way ahead of most salespeople.
If you’re out of step, do you know 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).