The Sales Board | Action Selling

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Action Selling™	Hear what our clients have to say about Action Selling.

*What is Action Selling™?*
Action Selling is a complete sales process that salespeople use to differentiate themselves, their company and their products or services. Salespeople that master Action Selling sell more, sell it faster and make more money.
Your customers go through Five Buying Decisions when making a major purchase. These decisions occur in a pre-determined sequence (Salesperson, Company, Product, Price, and Time to Buy). When customers make these buying decisions out of order, the salesperson loses control of the sales call as well as the chance to gain new business.
The role of the professional salesperson is to walk customers through these buying decisions in sequential order. The “9 Acts” of Action Selling teach salespeople exactly how to synchronize their presentations with the Five Buying Decisions. This results in strong commitments and long-term business relationships.


Why is Action Selling™ Unique?
Action Selling is a full-scale, proactive communication process for planning, conducting, closing and following up on a sale. It's not just a collection of reactive and manipulative tricks or techniques. It treats the buyer with respect, leading to lasting relationships and repeat business. Action Selling provides a research-based conceptual framework, skills and knowledge that turn selling from an occupation into a profession. Action Selling recognizes and follows the documented and consistent sequence of buying decisions that every customer makes during the purchasing process. Action Selling applies not only to a company's formal sales force, but to virtually any customer-contact position or situation. Thus, it offers a structure, a skill set and a common language that have the potential to transform the entire sales-and-service culture of an organization. To a degree unmatched by any other program or method, Action Selling merges relationship skills with selling skills. It addresses both skill sets in a way that is useful, productive and easy to apply. On the sales side, it does not rely on the sort of reactive, manipulative tricks that many customers recognize and resent. On the relationship side, it does not present a laundry list of things for salespeople to change about their own personalities, nor does it ask them to become amateur psychoanalysts by studying typologies of customer personalities. Action Selling asks you to learn a few key skills. If you learn them and practice them, your results will improve. You'll develop stronger, longer-lasting relationships with customers. You'll make more sales. You'll make more money.

How is Action Selling™ Customized to Your Selling Environment?
Action Selling’s unique open architecture allows customization to occur simultaneously with learning. While participating in a workshop, every detail that makes up your organization’s selling situation is incorporated into the Action Selling framework. The byproduct is a customized sales process shaped specifically to the way you want your salespeople to sell. An example of this customization is the documentation of your sales cycle for adding accounts. Salespeople learn how to use Action Selling to navigate through each step of your sales cycle. Your salespeople will decrease the time it takes to move the sales process forward. With Action Selling you will document your Best Sales Practices. Replicating these selling habits throughout your sales team leads to increased sales productivity and stronger business results.

How is Action Selling™ Implemented in Your Company?
Action Selling is a multi-media sales training program that is customized to your selling environment. It has teaching options that include: Self paced, facilitation by your trainer/manager, facilitation by our professional trainer or Web- based learning. We consult with you to prescribe the best approach. In most cases a blend of options works best. At a minimum, you can expect to accomplish these outcomes: Managers and trainers will gain the skills to become better sales development coaches. Salespeople learn a proven method for differentiating their products and services. Your Best Sales Practices are documented and distributed to all participants.


How is Action Selling™ Reinforced and Measured?
Managers conduct meetings, conference calls, or exchange e-mails with their salespeople to complete Skill Drills reinforcement. This 12-week program deepens everyone’s understanding of Action Selling™ and further develops your sales force’s ability to use it in the field.
After reinforcement, participants take the Action Selling Skills Assessment to measure their knowledge and application of Action Selling. This assessment prescribes needed retraining and practice using our Certification Exercises program. After completion of the prescribed exercises your salespeople will be prepared for Final Certification.

What is the Impact of Action Selling™ Certification?
Research of over 1250 salespeople proved that Action Selling Certified Salespeople grew their sales at twice the rate of non-certified salespeople (15.8% vs. 7.7%), and improved margins by .5%. Action Selling Certified Salespeople sell more than non-certified salespeople while reducing sell-cycle time and increasing margins. A recent pilot study of 20 salespeople from Citibank’s e-Business and World Wide Security Services (WWSS) revealed a $16.8M revenue increase and $10.3M added to their sales pipeline. All results were attributed to Action Selling. Based on that, Citibank trained the rest of their e-Business and WWSS sales teams worldwide.