Train Sales Force
Salespeople learn, practice and apply the skills of The Action Selling Process during a workshop that is either conducted by a certified Action Selling trainer or by your own trainer.
Our Training System provides a complete 120-minute video training system. Two moderators and eight role play actors teach and demonstrate how to apply the skills to the participant’s selling situations. Each of the nine modules of the video teaches an act of Action Selling:
Role plays demonstrate how NOT to complete each skill
Moderators explain the BEST approach
Role plays demonstrate the CORRECT way to sell
Award-winning instructor materials are provided to each company, trainer and manager. These materials are easy to use and make any instructor perform like a “rock star” trainer.
During the Action Selling workshop each student learns and practices applying the skills through multiple role-plays and group exercises. This prepares them for the reinforcement phase and helps them transfer the newly learned selling skills into improved field success.
5 Critical Selling Skills – Selling Skills That Win Sales
You can’t teach salespeople to improve 100 different things. Action Selling focuses on the selling skills that have the most impact on performance improvement. Your sales team will experience dramatic gains in sales productivity when these skills are mastered.
Buyer/Seller Relationship
82% Fail to differentiate themselves from competitors.
Sales Call Planning
99% Do not set the right objectives for sales calls
Sales Questioning Skills
86% Ask the wrong question and miss opportunities
Sales Presentation Skills
95% Talk too much and listen too little
Gaining Commitment
64% Fail to earn the right to ask for commitment
Critical Selling Skill #1: Buyer/Seller Process
The 5 Buying Decisions
Buyer/Seller Relationship: FACT
The Customer’s Five Buying Decisions
All customers make Five Sequential Buying Decisions. These decisions are always made in the following order.
- Salesperson
- Company
- Product
- Price
- Time to Buy
Critical Selling Skill #2: Sales Call Planning
Set the Right Objectives
Sales Call Planning: FACT
99% of Salespeople Fail to Set the Right Call Objectives. Every sale is a series of steps, a progression of Milestones. And, every Milestone demands a Commitment Objective.
COMMITMENT OBJECTIVE:
“A goal we set for ourselves to gain agreement from our customer that moves the sales process forward.”
Action Selling teaches salespeople how to set a Commitment Objective for every Milestone of the sale.
Mastering this key sales skill unlocks more sales potential more quickly than any other. With Action Selling, the entire sales process gains momentum. Salespeople decrease sales cycle time by 25% when they correctly plan their sales calls using Action Selling.
Critical Selling Skill #3: Questioning Skills
Ask The Best Questions
Sales Questioning Skills: FACT
86% of Salespeople Ask the Wrong Questions. The QUESTION is the professional salesperson’s most important tool. It is used for engaging the prospect, building rapport, discovering needs, agreeing on those needs, taking the temperature of the prospect, managing the sales conversation and gaining commitment.
Poor questioning skills lead to resistance. Without good questioning you talk too much and listen too little.
Selling is no longer about what you say or how you say it. It’s about what you ask. At least one-third of Action Selling training is focused on learning how to Ask The Best Questions.
Questioning helps sales people “open” the sale. You can’t “close” a sale until you’ve first opened it. Action Selling teaches salespeople to ask the right type of question during each stage of the sales process. And, it provides a Best Questions Map, so salespeople ask ALL of the right questions in every selling situation.
Critical Selling Skill #4: Presentation Skills
Present Powerful Solutions
Presentation Skills: FACT
95% of Salespeople Talk Too Much and Listen Too Little. Salespeople have been trained to think that two-thirds of their selling takes place during the presentation, when they describe their product features and benefits. This leads to the classic “data dump.” Show up and throw up.
Salespeople learn, practice and apply the skills of The Action Selling Process during a workshop that is either conducted by a certified Action Selling trainer or by your own trainer.
Critical Selling Skill #5 Gaining Commitment
Move the Sales Process Forward
Gaining Commitment: FACT
64% of Salespeople Fail to Ask for Commitment. Since the principal mission of the salesperson is gaining commitment from customers, it appears that 64% of us are not doing our jobs.
The Salesperson’s ability to Gain Commitment is the reason why companies value the work that we do. It is uncanny that the selling skill that salespeople feel the weakest in is Gaining Commitment.
The 3 Reasons Sales People Don't Ask for Commitment
They don’t plan for it. They fail to set a Commitment Objective. (Sales Call Planning)
They miss Buying Signals that tell them when to ask.
They don’t have a procedure for Gaining Commitment.