Why professionals keep getting better.

At 4 p.m. on the dot, Joe’s phone rang.

“Matt?” he said, picking up.

“I’m not sure that just plain ‘Matt’ does me justice anymore,” said the happy voice on the line. ‘”Action Matt,’ maybe. ‘Mr. Rainmaker.'”

Joe grinned. “Closed the sale, did you?”

“You bet I did,” Matt crowed.

“Congratulations,” Joe said. “I’m happy for you.”

“Joe, it was incredible,” Matt said. “Everything worked just the way Action Selling said it would. It was a whole new experience. I felt like Christopher Columbus discovering the New World.”

“Well, Matt, that’s…”

“No, wait,” Matt interrupted. “Christopher Columbus isn’t quite right. I’ve been trying to think of an analogy that describes it. You know what I felt like? I felt as if, for nine years, I’d been chipping away at a giant log with a dull little toy hatchet. One day somebody walks up and says, ‘Oh, are you trying to cut through that log? Here.’ And he hands me a chain saw. I fire it up and, ‘Rr-r-raahraaaow,’ I’m done. It was like, ‘Oh, I get it, there’s actually a tool for this job.’ That’s how it felt.”

Joe was gratified, but not surprised. The first experience with Action Selling often came as a revelation to salespeople, especially veterans. He decided to needle Matt a little. “Well, if you’ve already mastered the process, I guess there’s no need to replay the call. You just phoned to tell me you want to skip Act 9?”

The best way to replay a call is to go over each Act and determine what worked and what you could have done better…

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).