It is ironic that all salespeople are expected to be great at Gaining Commitment from customers. Yet, few have had Sales Skills Training on the most effective way to do it. If this resonates with you, The Sales Board is a team of sales professionals who will help you develop the selling skills necessary to beat your quota. To find out your current sales skill level and how Action Selling can help you improve, take our free Sales Skills Benchmark Assessment. You’ll receive reports that details and benchmarks your selling strengths and opportunities for improvement. Compare your results against 350,000 other sales professionals.
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Sales Questions help customers make their first key buying decision, which is whether to “buy” the salesperson. (See Sales Skill #1: Managing the Buyer Seller Relationship.) By using the best sales questioning skills, salespeople build rapport and demonstrate interest in the customer. They uncover customer needs and strategically develop a game plan for gaining commitment from the customer. But merely asking questions isn’t enough. Action Selling’s Best Questions strategy shows salespeople how and when to ask the best sales questions. Lean How Today.
When I talk or write about the Action Selling Sales Plan, I stress the fact that it is a full-fledged sales system, rather than just a collection of sales tips and tricks. It provides a structure and a step-by-step sales process that guides the salesperson through every milestone of a sales interaction, from initial contact to post-sale follow-up…
Are you at all surprised to learn that 64% of salespeople don’t close? Some of your peers in sales management are shocked into disbelief by the 64% statistic; others say the number probably is too low!
A lot of salespeople are good at organizing. Some are even good at strategizing. But very few know how to use those skills to devise an effective, repeatable plan for gaining commitment from customers—a plan that begins to take shape before you make your first sales call…
Over the course of two decades and counting, we have compiled data on 400,000 salespeople from more than 3,500 companies in a broad range of industries. Our SQL relational database contains about 78 million data points. We have so much “big data” on the impact of sales training that we can report results not only for the whole “universe” of salespeople, but for salespeople within particular industries.
How do you feel about the term “closer”? I remember being called a closer when I was a rising star during my early years as a salesperson. But, I have never liked being referred to by that handle, and I never cared for what it implies.
Welcome to Action Selling’s Plan to Win series! Your go to resource for real-world solutions to real-world sales challenges. This week we’re continuing our conversation on differentiation – how to plan your sales call so you consistently moving the sales process forward.
Using sales training as a mechanism to achieve that goal is certainly plausible. Unfortunately, whether the programs are developed internally or purchased from a supplier, most sales training initiatives fail to produce truly worthwhile results, such as increased revenue, higher margins, or expanding market share.
What Top Performers Do That Others Don’t The principle mission of the professional salesperson is to gain commitment from customers. If you think about it, that’s the only real reason to employ a sales force at all. Yet to most salespeople, the skills most vital to gaining commitments consistently—and, therefore, to achieving record-breaking sales—appear to be secrets…