Action Selling has been described by enthusiastic learners as a major GPS for navigating the sales process. Even veteran salespeople who discover Action Selling find that for the first time in their careers, they have a systematic approach that always lets them know exactly where they are in their sell cycle. They are thrilled to find that they no longer have to fly by the seat of their pants.
But among long-time practitioners of Action Selling—salespeople who have internalized the system—a subtle but important difference arises. They come to see the 9-Act framework more as a schedule or timeline that shows where the client is in the buying cycle, as opposed to where the salesperson is in their sell cycle.
From ‘Where am I?’ to ‘Where is my buyer?’
Let’s call these people “evolved” Action Selling professionals. When they are more in tune with the stages of the client buying cycle, they know precisely when it is time to move forward to the next sequential decision that the customer will make. They know this even when the timing doesn’t match up with the sequence of their PowerPoint slides…
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).