You have kept trying, and the prospect has finally agreed to talk to you. But she made it clear that she can only spare five or 10 minutes in her busy schedule. So you try to tell her as quickly as you can about all the glories of your company and your products. In other words, you bury her in a data dump, as hundreds of salespeople have done before. And when you leave, she will never want to lay eyes on you again…
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Whether she presented me to Nancy too soon or not, I’m certainly glad that Carrie consulted me as soon as she recognized the potential in the Amstand account. Before we institutionalized Action Selling we expected our reps to act single-handedly: “Go out there and make it rain business.” A few of them did just that. But now that Action Selling has given us a common sales language—and everyone speaks it—the whole company is involved in the sales process. Selling has become a team sport at GoTeam. We talk to each other about deals. We discuss strategy. We test ideas. Everyone has a common vision about how we’ll get the business.
“That’s its name,” Joe replied. “It’s a new course from Action Selling. It zeroes in on how to manage complex sales–you know, deals with multiple decision makers. Your call came at a perfect time because RWS is a perfect example of how 3D applies to our business. This will be a great opportunity for us to use it in the field.”
“You’re always selling against your competitors,” Joe said, “and in my experience, the salesperson who wins is the one who does the best job of uncovering needs that match the particular strengths of his product features, allowing him to present his products as a solution. Action Selling says that’s how you persuade the customer that you offer the best solution.