How to Sell YOU
The Action Selling Sales Process guides you to design and conduct a sales call that is in sync with the five major buying decisions that every customer makes. The first decision—for every customer, in every call—happens to be about you: the salesperson.
Customers will not buy anything else unless they first decide to buy you.
This is so crucial that three of the nine acts in Action Selling are devoted to selling you. In Act 2, you leverage your people skills. In Act 3, you ask the best questions. In Act 4, you and the customer agree on need. Nothing in these acts suggests that you whip out your resume and talk about you.
At no point do you whip out your resume and talk about you.
You sell yourself by asking questions about the customer. It is the human connection that you make with prospects or clients that determines whether they will buy you.
- During Act 2 you ask questions about the individual and his or her company.
- In Act 3 you focus on understanding their needs and the issues behind those needs.
- In Act 4 you summarize those needs in a simple statement and gain agreement on what they are.
How does all of this sell you? First, you demonstrate your sincere interest in the customer as a person and your desire to understand the customer’s business. You make a connection. You show that you care. The old saying is true: Customers don’t care how much you know until they know how much you care. Acts 2, 3 and 4 accomplish this.
But then how will the customer find out how much you know? During Act 3, you demonstrate your professionalism by asking open ended questions that are skillfully phrased, sequenced and centered on the customer’s business. You actually show how much you know while showing how much you care. By asking the best questions, you accomplish both goals simultaneously.
And when, in Act 4, you summarize what you heard from the customer while asking questions, you demonstrate your excellent listening skills. Everyone loves a great listener. You’re SOLD!
Action Selling in ACTION!
When you hear about some company landing a monster deal, how often do you wonder who the sales rep was? G.B. Rand, a senior rep in the wholesale division of Thomas Petroleum, is your guy.
Rand attended his first Action Selling workshop just 60 days prior to landing an epic deal with a prospect he had been chasing for months—along with every competitor in his industry. “It’s the biggest and longest-term contract in the history of our company,” he declares: “133 million gallons of fuel over the next 20 years.”
Rand reworked and practiced his game plan for the prospect during the Action Selling workshop. “In order to get this level of commitment, I knew that gaining trust and respect would be a huge factor,” he says. “The Action Selling facilitator, Tony Martin, helped me during a role-play session to ask great questions that would build that trust.”
The new client not only committed to buy an enormous amount of fuel but also agreed to a half-million-dollar upgrade of his fuel equipment, Rand says. “Thanks, Tony. Thanks, Action Selling.”
Contact us to learn more about the most effective way to sell yourself.