If you have trained your salespeople in Action Selling, you are already way ahead of the game. But now, what is the optimum thing you could imaginably do to supercharge that training and squeeze the most value out of it?
How about this: Suppose you had a mobile online tool that would allow you to guide and advise each of your salespeople, in real time, as they planned every customer call. That would put you in the game on every call, even though you can’t be physically present. Together, you and your salespeople could continuously refine the skills and knowledge they gained in the sales training program.
Suppose you could continuously refine the skills your reps gained in training?
That tool now exists. We call it “Plan to Win + Replay the Call.” Here is how it works…
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 online 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…
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).