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.
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The Action Selling LearningLink™ – Online Sales Training eLearning portal provides sales reinforcement tools and resources for enrolled students who are actively participating in Action Selling Sales Training. Through consistent reinforcement, sales coaching, skill practice, accountability, and field level exercises, students can further develop their new sales skills online and become further equipped to perform as an Action Selling Certified Sales Professional.
If you are looking to compare Best Sales Training Programs, make sure they meet these “best-in-class” criteria: Research-Proven, Process Driven, Based on The 5 Buying Decisions, Focused on Teaching Reps How to Differentiate and In the Cloud – Daily Reinforcement. Use these criteria to measure and select the Best Sales Training program. You’ll be glad you did.
The Sales Board bases its research, in part, on the largest proprietary database of information on certified sales people (over 350,000). Through careful analysis of sales skills knowledge and performance data related to creating a more successful sales force, The Sales Board acts as both a source of leading-edge information and an incubator of sales training programs and products that advance learning, skills and success.
Sales Training Research on over 350,000 salespeople has revealed that customer resistance is not be caused by what you present. It comes from improper sequencing of your presentation. This makes sales differentiation difficult and results in lost sales or resistance to your price … Customers will find reasons not to buy when your sales presentation is out of sync with the sequence of their buying decisions. To increase your chances of success, you must sequence your sales presentation to follow the buying decision process. …
The Commitment Objective is the foundation stone of Action Selling. Everything else in the sales system hinges on the idea that you must go into every single sales call you make with a Commitment Objective in mind…
6 Must-Have Elements that Yield High Sales Success Rates Experience is a wonderful teacher, but only if you pay attention and draw the right lessons from your experience. It pays to document certain portions of your company’s sales process – and the most successful practices that you and your salespeople have found for generating successful sales relationships. Companies that do this increase their potential to maximize revenue, protect margins, and help their salespeople make more sales…
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.
Carrie recognized that this means it’s crucial for us to maintain a first-rate sales organization. She asked me more questions about how we operate and how we stay ahead of the pack. I said we’re constantly looking for ways to improve. Every company says that, of course. But in fact, I explained, Amstand’s new VP of business development, Victor Herstad, was promoted three months ago from a field-manager job with a specific mandate to improve the efficiency and effectiveness of our sales process.