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…
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).