The Sales Training Series: Missed Your Numbers?

Current surveys tell us that nearly 80% of sales teams are not hitting their numbers this year-to-date.  One reason is because most sales forces do not have an effective and proven sales management process they can follow. That’s exactly why you need to train your sales force right now. Have you ever “trained your way out of a slump?”  When business is slow, for whatever reason, and there aren’t as many qualified prospects for your sales force to work, you can’t afford to miss any available opportunity.  Research shows that a sales force will never reach its performance potential without a well-defined sales-call procedure that they can follow and learn from. Sales force training is critical during a slump and there is no better time to "Stop Winging it" on sales calls. Bottom line: In today’s economy,replica watches, your team’s performance will be mediocre at best if they "wing it."

Performance improves at six (6) times the rate with the Action Selling Sales Management Training Plan.

Most salespeople make the same mistakes over and over without realizing it.  When prospects are thin, you can’t afford to leave anything to chance.  Without a logical and proven sales management process to follow; a process that shows how and when to use the five critical selling skills, salespeople won’t be effective at identifying specific problems and uncovering the real needs of the customer. They won’t be in sync with the customer’s buying decisions. They won’t gain greater commitment and out-sell your competition.

Does your sales force’s performance match your image of a highly effective sales team?  A good sales management process mirrors the pattern by which customers make buying decisions.  The nine acts of Action Selling break a sales call into its most important components, sequenced in the order of the five buying decisions that every customer makes.  When salespeople are “in sync” with their customer’s buying process they walk arm-in-arm with their customer towards agreement and the sale. 

Train your way out of a slump.  With a system like Action Selling, many of the few available prospects will become long-term customers. Your margin will increase because your salespeople know how to uncover the needs of the customer and sell on a value basis rather than trying to beat your competition on price. Time and time again,manolo blahnik, “Action Selling really works!” Do you need to train your way out of a slump? We’ll be happy to help you prepare a plan for doing this.  Contact one of our Certified Action Selling Trainers at (800) 232-3485.

In The Field:

"I prepared my role-play presentation during the Action Selling workshop last Friday around a sales call that I was to make at a huge facility that has 8,christian louboutin,000 people...one of our largest prospects.  I have made hundreds of "capabilities pitches" in my career beginning with the trusty PowerPoint presentation.

"When I made the actual client call, for the first time in my career I didn’t “Wing It”,nike air max, I had a Commitment Objective and a Best Questions Plan.  Before I began the PowerPoint show, I asked a number of questions.  After each answer to my questions, it became more and more apparent that they had major problems.  The atmosphere was very intense--this is not normally what I experience.  Following the PowerPoint presentation, I was asked to proceed as soon as possible with my recommendations.  It's amazing how the Action Selling Sales Management Process works!" remark a recent attendee of an Action Selling Workshop.

Author
Duane Sparks is founder of ACTION SELLING: a sales training and sales management process that brings about top sales productivity. Action Selling teaches sales people a sustainable 9-Act process that utilizes the 5 critical selling skills while following the decision-making process of the buyer. Since 1990, over 300,000 from more than 2,500 companies have become top producing Action Selling sales professionals. Studies report sales % increases are as much as 6 times more than those without training. To reach record-breaking sales call 1-800-232-3485 or visit www.actionselling.com.