A lot of deals are won (or lost) in the pre-call plan. For many reasons, I could say that Act 1 of Action Selling is the most important. Webster defines a plan as a set of actions that have been thought of as a way to achieve something. That’s exactly what happens in Act 1. You paint a picture of what will happen during the sales call. You set a Commitment Objective, develop your questions, anticipate the needs you expect to uncover, and determine what company and product solutions you’ll recommend in response to those needs. Finally, you have a vision of the question you’ll ask to gain commitment.
When you plan sales calls with a team of people using Act 1 of Action Selling, everybody gets on the same page. Without Act 1, a sales call with teammates can be like herding cats. Selling errors will happen and deals will get lost.
I love it when a plan comes together.
If you’re a golfer, you’ve probably heard one of your buddies say: “I love it when a plan comes together.” That person just hit a shot that he or she visualized prior to making a swing. If you’ve experienced this yourself, you know how great that feels. In selling, your sales call plan is equally important, and the feeling of a successful plan coming together is even more fulfilling.
That’s exactly why Act 1 of Action Selling exists…
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).