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…”
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).