Action Selling client Alan Finkelstein, Director Global Learning, of pharmaceutical giant Merck, says that this feature has made all the difference.
“If you do a good job with Act 3 and 4, it’s nearly impossible to hear an objection in Act 7,” Finkelstein says. “If one comes up, you missed something from the Best Questions Map. So you merely take a step back.”
“If we hear a stall, we just reinforce what we presented as a solution from Acts 5 and 6. We present another capability, and we’re right back at Act 7 again.”
“If we do these things well,” he continues, “the solution presentation is a winner. For example…”
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).