When salespeople understand Action Selling at a deep level and use it with precision, they don’t just win more business, they win it faster. What is it about Action Selling, precisely, that allows the sales professional to get a deal done in less time and with fewer meetings?
Here is the precise answer: All of it. You must use all of Action Selling and you must use it in every interaction with every customer.
What part of Action Selling speeds up the sales cycle? All of it.
It starts with Act 1: Your Plan to Win. This is where you set your Commitment Objective, prepare your Questions Plan, and create a vision for how the sale will advance.
Because an Action Selling sales call always starts with a Commitment Objective, it ends far more often with a commitment gained. Your Questions Plan will include queries in all of the right categories to keep the process moving forward—questions to uncover Best Value Needs and others to uncover issues that will determine your sales strategy. That includes involving all of the right decision-makers in your sales process.
Certified Action Selling salespeople think through the process. They play a different game than their uncertified competitors. They have a recipe for success that others don’t have. You can bake a better cake with a recipe than by throwing ingredients in a bowl and hoping for the best.
When you use Action Selling with precision, you leave nothing to chance. Your time and the customer’s time will be used far more productively. You’ll sell to the right people and do it with fewer meetings. You’ll get more business moving through your pipeline, and it will flow more quickly.
Action Selling in ACTION!
“When we chose Action Selling, my hope was that we would be able to translate a higher percentage of our pipeline into business,” says Lori Meredith, director of sales for Champions® division, Knowledge Learning Corp. (KLC), the parent of KinderCare Learning Centers. “To my pleasant surprise, it not only did that, it dramatically shortened our sell cycle.”
She points to the case of Odell Kennedy, director of school partnerships in the Mid-Atlantic Region. Kennedy started with KLC in an inside sales capacity and was promoted to outside sales 18 months ago, Meredith explains. In his first year, he didn’t make goal.
“Then, this year, Odell experienced Action Selling [training] and things changed,” Meredith says. “Within three months he had closed a deal valued at $1.3 million. Before Action Selling, this type of deal took 12 to 18 months to close, if it closed at all.”
What made the difference? Odell became a “tenacious user” of Action Selling. His sales calls were meticulously planned and executed using the process, Meredith says. “Odell told me that Action Selling was the best thing ever for his career.”
Contact us and discover how Action Selling can speed up your sales cycle.