The Beauty of a Plan
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.
But so what? Why is a systematic Sales Plan and process so valuable? I think it boils down to this: A good sales process enables you to create good plans—consistently. And a good sales plan is what lets you move purposefully and confidently toward a goal, instead of just trying to muddle through, nervous at every turn.
A good Sales Plan is what lets you move confidently toward a sales goal.
Have you ever really considered the fact that the construction of Action Selling—the way the sales system is put together, visually and conceptually—is extremely unusual? Think about it: The components of Action Selling fit together precisely.
The system consists of nine “Acts,” which align with five “Buying Decisions” that every customer makes, always in the same order. (Research proves that, by the way.)
Those nine Acts are the framework of a plan. The plan’s purpose is to gain commitment from customers. Not coincidentally, gaining customer commitment is the fundamental purpose of every salesperson.
When the sales steps of Action Selling are followed correctly, from Commitment Objective to Confirming the Sale and Replaying the Call, the plan works. It works for everybody, not just for the lucky few who are “born salespeople.” It works consistently. It breeds sales success. Therefore, it instills confidence. What do you get when you are more confident and more successful? You get a better career. And you get a better life.
A good Sales Plan — a plan that works—doesn’t just keep you moving. It keeps you moving in the right direction. Reliably. Every time. That’s what makes this sales “system” so valuable.
Action Selling in Action
What kind of difference does it make when you use a sales-planning process that really works? Here is the transcript of a recent voice mail to one of our Sales Board reps, Eric Boss. It came in on a Friday afternoon from Action Selling customer George Hudson, an account executive for Perfecto Tool & Engineering in Anderson, Indiana.
“Hey, Eric, this is George Hudson. I just thought I’d let you know that I had another really good week. I just closed $100,000 in sales. We got the final purchase order here late today.
“Yes, I called the customer to Confirm the Sale; I assured them that they made a good decision; I thanked them; and I scheduled the next event, which is a kickoff meeting for next week.
“Man, I’ll tell you what, it is so comforting to have Action Selling, to have a plan—a plan that works—and to constantly be moving these things forward with a commitment from the customer. My life will never be the same. Thank you, thank you, thank you. Have a nice weekend. I sure will.”
For information about a Sales Plan that works and how to hear messages like this from your sales reps, contact us at (800) 232-3485.