Action Selling has been described by enthusiastic learners as a major GPS for navigating the sales process. Even veteran salespeople who discover Action Selling find that for the first time in their careers, they have a systematic approach that always lets them know exactly where they are in their sell cycle. They are thrilled to find that they no longer have to fly by the seat of their pants…
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Mike Capaldi, Associate Vice President for Sales Training and Leadership Development at sanofi-aventis, interviews Duane Sparks, Chairman and Founder of The Sales Board and creator and author of Action Selling, about the trends related to sales in the pharmaceutical field and how to transform a sales force into a loyalty force…
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.
Companies spend about $1 billion a year to deliver training to their salespeople. Ninety percent of that sales training fails to produce meaningful, long-term gains in performance.
Come check out our sales training workshops! We hold sales training workshops every month! Come see how The Sales Board/Action Selling has helped thousands of companies achieve their sales goals.
Companies that adopt Action Selling discover that the system dramatically improves the performance of sales rookies and veterans alike. It doesn’t matter if learners are new to sales or if they have spent 20 or 30 years repeating the same mistakes.
When your people receive sales training, who actually conducts the training and handles the follow-up coaching duties? If you are a sales manager, I think your response ought to be, “I do.” If that is not your answer, you likely are headed for trouble.
“To a tee,” Mike said, looking Neil straight in the eyes. “You want to know what else I learned in Arizona, Neil? I learned that there’s nothing wrong with our loyalty program. But there was something wrong with the way I thought about it—the way we all thought about it. A loyalty program is just another product—or a bundle of services. Loyalty itself is something deeper, richer and much more valuable. Tony’s customers don’t become loyal to us because they buy TechShare. And they don’t buy TechShare from Tony because he knows some secret way to sell this particular program. People become loyal to other people, the way you became loyal to that saleswoman. The reason Tony’s clients buy TechShare is because they first buy Tony.”
“Are you kidding?” Tony exclaimed. “Even if I can earn a customer’s loyalty, I have to work hard to keep it. Never mind the fact that we’ve got serious competitors who want loyal customers as badly as we do, and who are always trying to beat our prices, or forge better relationships, or both. Even when the competition isn’t pressing me to come up with more creative solutions, the customers themselves are. In this case, my competition is the client’s own technical staff.”