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…
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).