Video: Professional Selling Should Be A Well Defined Process
Professional Selling Should Be A Well Defined Process
Welcome to Action Selling. The professional’s guide to effectively managing the strategic sales process.
Hello, I’m Jack Davis and I’m Kathy Curran. We’re your hosts for the Action Selling workshop.
This program was built on the premise that professional selling should be a well-defined process and not something left to chance.
When sales people fly by the seat of their pants or “wing it” during a presentation, as many of them do, their success ratio is nowhere near what it can be.
Many training programs are based on techniques to be used in certain situations. Action Selling on the other hand, teaches a consistent sales process.
A proven method of sales communication that is based on the decision making process of the buyer.
That’s right and we’ll find out just how important that is. We’ll also show you what sales professionals do, that amatures don’t. The importance of building long-term sales relationships as opposed to creating transactions, how to develop a strategic sales advantage over your competition, how to use non-manipulative methods for gaining deeper level commitments and a process for ongoing reinforcement for what you will learn.
The result of participating in this program will be the mastery of a proven selling process that will help you grow in your professional skills each and every day.
It will also provide your team with a common language so communication within your entire sales organization will become more effective.
So what makes up a good presentation? In sales, we usually look at whether or not we got the order, but seldom do we take the time to evaluate all of the different elements of our sales interactions. We’ve found that managing the sales process, doing the right thing at the right time, has as much to do with gaining commitment as any feature your product or company may have.
That’s right Kathy. Many sales training courses don’t teach a documented sales process that is tailored to precisely fit your sell cycle.
As Kathy mentioned, they tend to focus on sales tips and techniques that are used to in certain situations arise. The problem with this is that when selling
skills are a reaction to the customer, they’re often forgotten or are used at the wrong time in the sales call.
Action Selling is a proactive, consistent procedure this helps sales teams properly sequence the important elements of every sales interaction.