The “New” Art of Selling – Mapping out a masterpiece
Harry picked up the laminated card. He looked at one side, then the other, as if searching for something he hadn’t seen before. Then he spoke.
“Mitch, I’m wondering how to explain the significance of what I’m holding in my hand. If we just dig straight into the details, you could miss the enormity of these ideas and what they mean to the future of our profession.”
Mitch examined his long-time mentor, wondering if he had slipped off the deep end. But no, Harry seemed serious and sober.
“What I’ve got in my hand is like a thousand great ideas all rolled into one system,” Harry said. “But you can’t really see that until you completely understand the Action Selling process. Alot of my coworkers have taken an idea or two from Action Selling and improved their game. But some of us have grasped the whole picture. When that happens, it’s like being enlightened.
The enlightened learn from Action Selling every day.
“The enlightened learn from Action Selling every day. It’s as if the process gives us this magical framework or operating system from which we solve selling problems and grow our skills. Parts of the system, like the way it’s structured around the five buying decisions, are based on research or ‘science.’ But we think of the questioning portion of Action Selling as the ‘artful’ part of selling today. We create or design questions and use them to make masterful sales calls. The benefits we’ve experienced are enormous.”
Harry pulled another page out of his planner and began to jot some notes.
Harry then started to talk Mitch through the notes he had made.
“Most salespeople think their biggest problem is closing sales,” he said. “In fact, the reason they can’t close is because they never opened the sale properly. Asking questions is how you do that.”
“The reason they can’t close is because they never opened…”
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).