If you’re an Action Selling ® Certified salesperson, you’ve already stepped on the accelerator to move deals forward faster. If you’re average, you’ve seen a 25% reduction in sales cycle time once Action Selling ® has been implemented into your sales cycle process. But what if there was another gear to shift into? In this addition of eCoach, we’ll learn about a remarkable company and sales team who seems to have turbo-powered their sales process to unbelievable results.
Of course, we’re talking about an exceptional implementation of Action Selling ®. This is one where top management has embraced the process and Action Selling ® that has become the sales culture of the company. If this doesn’t describe your company, you might be leaving chips on the table. Perhaps it’s time to pile those chips onto your stack.
How rigid should your sales cycle process be?
Action Selling ® requires you to document your “typical” sales cycle process. We do this far better than any other sales training program. One of the biggest differences is the trigger for moving the sales process forward to the next Milestone is an act of the customer…they agree to our Commitment Objective.
With other, less effective sales training programs, the trigger is an act of the salesperson. With Action Selling ® it’s an act of the customer that pushes the sales cycle process forward. Here’s why this is so important…