In the last issue of this newsletter, I began to describe our new online sales-coaching tool, Plan to Win + Replay the Call. It is a mobile application that allows the sales manager to act as a real-time coach to guide every salesperson through every sales call, using and refining skills learned in Action Selling training.
I explained that the Plan to Win part works like this: Whenever one of your reps completes a plan for a client call, you, the sales manager, get a copy of the plan on your computer or any mobile device. You see the client and the client’s company. You see the “milestone” in your own company’s sales process that the rep has reached with this client. You see the salesperson’s Commitment Objective for the call—the specific action the rep wants the client to agree to take that will move things forward to the next milestone in your sales process. You see the pre-planned questions the salesperson intends to ask to uncover the client’s most critical needs. And you see the salesperson’s strategy for gaining commitment.
It becomes simple for you to guide and advise each of your reps through every sales call.
One of the things our customers learn to appreciate most about the Action Selling system, however, is the action that takes place after the call. In what we call Act 9, Replay the Call, Action Selling insists that after every single sales call, the salesperson must mentally review the interaction with the customer, step by step, to decide what went well and which areas might be improved on future calls.
The idea is to make it a habit to look back over each call to see if you can learn anything that might improve your performance next time. Could you have asked better questions to uncover more critical needs? If you encountered an objection or a stall, could you have handled it more effectively?
If you Replay the Call consistently, your sales skills will never stop improving. You just keep getting better. In fact, if it’s continuous improvement you want, the only thing superior to replaying every call you make would be to replay every call with the help of an expert sales coach.
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).