When a company begins to master the Action Selling system, a series of discoveries occur. The sequence is predictable:

  • The company discovers that it can dramatically improve sales interactions with its customers.
  • The customers discover that they prefer to deal with salespeople who use this more effective approach, and sales improve.
  • The company’s suppliers begin to recognize the change that has taken place—partly because they can count the new dollars, but especially when they make joint sales calls with the company’s reps.
  • The company’s competitors begin to feel the change in their market share and bottom line.

That third discovery, by the suppliers, sometimes leads to an initiative to ensure that everybody in the sales channel starts to operate from the same playbook. That’s when things get really interesting. Because joint sales calls turn into genuinely professional operations…

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).