What product are you selling?W.A. Roosevelt’s sales force had to understand this concept in order to capitalize on the sales training they received: If the commitment they want from a customer in a given sales call is something like “agree to schedule a needs-assessment meeting,” then the product they are there to sell is not a line of electrical or plumbing supplies. It’s a needs-assessment meeting. All of their focus and all of their sales skills must be brought to bear on selling that meeting. That’s why it is so crucial to map out your company’s best process and to make sure that everyone understands and recognizes its milestones. As Eber knows, that understanding must not be taken for granted. “A few months after we started the Action Selling sales training program, we held a ‘strategic pause day’ for our sales organization,” Eber says. “During the meeting, we realized that not everyone was on the same page with regard to our newly defined sales process. About half of the team was misaligned.” In two hours, Eber says, “we eliminated the gray areas and got everyone on the same page. In the process, we completely redefined the ‘product’ we actually should be selling in any given sales call.” The results? “Like I said, awesome!” For information about how to improve sales skills and make sales training pay huge dividends, contact Action Selling at (800) 232-3485.
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).