Companies that introduce Action Selling to their salespeople—or Action Selling CRP to their customer relationship professionals—find it remarkable that so many customer stalls and objections turn into non-problems.
BerganKDV, a regional accounting and professional-services firm serving the Upper Midwest, trained its accountants and other customer-facing professionals with Action Selling CRP.
The difference today is striking, says Bergan partner Lee Roberts: “We are far better at helping our clients make good decisions. Using the Act 3 Best Questions Map, we have distilled the number of questions we need to ask to 12. It’s our questioning road map. Clients tell us exactly what we need to know. We avoid 95% of the stalls and objections we used to hear…”