The Organized Sales Pro
Someone once said that “a bad education sticks to you.” If you don’t absorb knowledge about the world in a systematic way, with earlier learning providing a framework and context for later learning, it is very difficult to catch up. You’re trying to build a house with no foundation.
The same principle applies when you learn sales skills. Organization matters. The order in which you learn things matters. And above all, the framework upon which you hang each new piece of information matters. Skills aren’t applied in a vacuum. They are used within a certain context. And for skills to be truly useful, you must know where and when to apply them within that context.
Unless you can apply the right skill at the right time and in the right way, you aren’t actually skillful. To be effective, you need to understand the context and where you are within it.
If you don’t know when to perform the skill, you aren’t skillful.
This is why it matters—a lot—that the entire Action Selling system can be summarized and graphically represented on a single card that you can carry with you. I’m talking about the colorful card that every student receives and that is included in every one of my books—the one showing the 9 Acts of Action Selling and how they relate to the 5 Buying Decisions that every buyer makes.
That card isn’t just handy or cool, it represents something vital, which is this: Action Selling is not merely a collection of knowledge and skills that salespeople are supposed to draw upon somehow, IF they can figure out where and when. Action Selling is a highly organized, step-by-step system in which salespeople always know exactly where they are in relation to the customer and the customer’s decision-making process.
A lot of sales-training programs will tell you to do things such as ask open-ended questions. But they don’t tell you where and when to ask which kinds of open-ended questions to uncover which kinds of needs as you pursue which kinds of commitments from the customer. Action Selling does. That makes all the difference.
Some salespeople call Action Selling a road map. Others compare it to a GPS locator. Action Selling is not only the best documented but the most highly organized sales system in the industry. And, when it comes to operating effectively, organization counts.
Action Selling In Action
Natasha Kraushaar, a crop insurance specialist for agricultural lender 1st Farm Credit Services of Normal, Ill., was so impressed by her recent experience at an Action Selling seminar that she couldn’t wait to tell a friend. An abridgement of her email:
“I just wanted to let you know about the WONDERFUL sales training program I attended last week. It’s called Action Selling. When I first heard I had to take the class I asked to be excused because [via a previous employer] I had already taken courses called Professional Selling Skills and Selling in a Competitive World. I am so glad they didn’t let me out of this one!
“Action Selling was a whole new experience for me. Yes, it is based on a similar philosophy of needs-based selling, but it is delivered as a much easier process to incorporate into my everyday work selling crop insurance. Instead of just talking generally about what you should and shouldn’t do with a customer, Action Selling uses definitive steps.
“Two other people in the class, who had taken the same previous courses I had, agreed with me that Action Selling offered a much more structured approach and could be easily incorporated into any sales role.”
Contact us and discover how a well-organized sales system works.