We get a lot of gratifying compliments about our first book, “Action Selling: How to Sell Like a Professional, Even If You Think You Are One.” But one that we hear over and over comes from readers who are struck by the way the Action Selling system functions as a sort of navigational aid for the sales process.
To describe what they mean, these readers use terms like “road map,” and “step-by-step,” and “instruction manual.” What they’re getting at, I think, is that the book describes what selling can look and feel like when you follow an approach that won’t let you get lost. No matter how many detours you might encounter, you always know what to do next – and how to get back on the right road.
What if you were never lost?
This self-guidance feature operates throughout the 9 Acts of the Action Selling system. For example, consider Act 1, the Commitment Objective. This is an action you want the customer to agree to take – some “next step” that will keep the sales process moving forward, creating momentum. A foundation block of Action Selling is that you must have a Commitment Objective for every sales call.
But what if your Commitment Objective turns out to be unrealistic? Suppose your Commitment Objective was to gain the customer’s agreement to buy, but you discover during the call that this customer doesn’t have final purchasing authority?
Now what? Has the system failed you? Are you lost in uncharted waters…?
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).