The Professionals Blueprint – How Harry saved his career

Mitch walked into Harry’s office and was stunned by the view through the floor-to-ceiling windows of the first hole at Bear Creek Country Club.

He whistled in appreciation. “They treat you pretty well here, Harry. You didn’t tell me you get to study golf every day. No wonder you beat me like a drum.”

They stood at the windows and watched a player tee off on number one and slice a drive far into the ninth fairway. “That guy hits it like me,” Mitch said.

“You had something else on your mind when we played,” Harry replied, grinning. “If we can put your selling game on track, maybe your golf game will improve too. Then I won’t feel so bad taking your money the next time we tee it up. Want to get to it?”

They moved to a small conference table across the room from Harry’s desk. “I’ve been thinking about our conversation last week, and something puzzles me,” Mitch said. “The things you said about my call on Cheryl Gross made a lot of sense. But how were you able to diagnose the problems so quickly? I’ve been trying for two years to figure out what’s wrong, and no luck. When I described that sales call to you it was as if you had a checklist of mistakes in your head and you could just watch me make them, one after the other. It was weird that you could give me the kind of analysis you did so quickly. How did you do it?”

“How were you able to diagnose my selling problems so quickly?”

“Simple,” Harry said. “Two words: Action Selling. Like I told you, Mitch, it’s taken my selling game to an entirely new level. Like you, I knew a lot about selling. But today, I’ve got a systematic approach to managing a sales call—and the whole sales process, from planning to following up. Once you understand it, you’ll have a framework that lets you diagnose and correct your own selling errors—like a navigation system that tells you when you’ve lost your way.”

“Yes, you said there was more to it than asking questions.”

“I’ve got a systematic approach—a navigation system that tells you when you’ve lost your way.”

“Think of it this way,” Harry said. “Action Selling is a research-based system that tells you, step by step, how to win over new customers and keep the ones you’ve already got. On one level, asking questions is just part of the process. But on another level, it’s the whole ballgame—because success at every step hinges on the quality of the questions you ask…

Duane Sparks

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).