The Five Critical Selling Skills
Does your sales force need to improve their selling skills? Does your team consistently hit sales goals? Are you comfortable with their professional selling skills or do you wish they knew how to increase their profit margin and sell more?
The Action Selling Sales Book teaches... "For every major purchase, buyers follow a consistent, predictable pattern in making a series of buying decisions that lead up to the final purchasing choice. All buyers, regardless of their temperament, make the same decisions in the same order."
When your team develops their sales skills around the buying decisions of the customer, you will join the ranks of thousands who have become outstanding sales force leaders by using the Action Selling Sales Training Program.
Action Selling teaches that there are Five (5) Critical Selling Skills (outlined below) that, if understood and mastered, will help your team sell more and dramatically improve their sales productivity. Our research has identified three important facts about these Critical Selling Skills:
The Action Selling Sales Book teaches... "For every major purchase, buyers follow a consistent, predictable pattern in making a series of buying decisions that lead up to the final purchasing choice. All buyers, regardless of their temperament, make the same decisions in the same order."
When your team develops their sales skills around the buying decisions of the customer, you will join the ranks of thousands who have become outstanding sales force leaders by using the Action Selling Sales Training Program.
Action Selling teaches that there are Five (5) Critical Selling Skills (outlined below) that, if understood and mastered, will help your team sell more and dramatically improve their sales productivity. Our research has identified three important facts about these Critical Selling Skills:
- They can be measured with our sales skill assessment.
- They can be learned with an effective sales training program.
- Performance improves at twice the rate with our skills certification system.
The Five (5) Critical Selling Skills
- Buyer/Seller Relationship
- Sales Call Planning
- Questioning Skills
- Presentation Skills
- Gaining Commitment
Buyer/Seller Relationship
Why is this?
Most salespeople fail to follow a process that matches the natural buying process that nearly all customers make. 82% of sellers are out-of-sync with the buyer. Learn how to join the elite sellers that truly understand how to "walk arm-in-arm with their customer" as each of the Five Sequential Buying Decisions are being made.
We structure our sales presentations in this order to avoid resistance later in the call.
The salesperson who follows this process always wins.
Sales call planning
FACT: 99% of Salespeople Fail to Set the Right Call Objectives
Q: Why is this?
This is not surprising since over two-thirds of companies lack a formal sales process. Even fewer have a documented "Best Sales Practices."
As companies and salespeople Certify on this critical selling skill using the Action Selling Certification Program, they finally have a road map to follow. The entire sales process gains momentum. Salespeople win more business - at higher margins - while decreasing sell cycle time.
Questioning Skills
FACT: 86% of Salespeople Ask the Wrong Questions
Q: Why is this?
The Question is the number one tool the salesperson has for managing sales calls. It's surprising how many salespeople are poor performers when it comes to asking the right questions. The Best Questions actually "Open" the sale. And you can't close a sale unless you've opened it.
Why is this?
Most salespeople fail to follow a process that matches the natural buying process that nearly all customers make. 82% of sellers are out-of-sync with the buyer. Learn how to join the elite sellers that truly understand how to "walk arm-in-arm with their customer" as each of the Five Sequential Buying Decisions are being made.
We structure our sales presentations in this order to avoid resistance later in the call.
The salesperson who follows this process always wins.
Sales call planning
FACT: 99% of Salespeople Fail to Set the Right Call Objectives
Q: Why is this?
This is not surprising since over two-thirds of companies lack a formal sales process. Even fewer have a documented "Best Sales Practices."
As companies and salespeople Certify on this critical selling skill using the Action Selling Certification Program, they finally have a road map to follow. The entire sales process gains momentum. Salespeople win more business - at higher margins - while decreasing sell cycle time.
Questioning Skills
FACT: 86% of Salespeople Ask the Wrong Questions
Q: Why is this?
The Question is the number one tool the salesperson has for managing sales calls. It's surprising how many salespeople are poor performers when it comes to asking the right questions. The Best Questions actually "Open" the sale. And you can't close a sale unless you've opened it.
- Poor Questioning leads to resistance in the form of Objections
- Poor Questioning doesn't allow product or company differentiation
- Poor Questioning leads to poor sales strategy
Presentation Skills
FACT: 95% of Salespeople Talk Too Much and Listen Too Little
Q: Why is this?
Many sales are lost due to the lack of a procedure for presenting product capability. The symptoms associated with poor sales presentation skills include:
FACT: 95% of Salespeople Talk Too Much and Listen Too Little
Q: Why is this?
Many sales are lost due to the lack of a procedure for presenting product capability. The symptoms associated with poor sales presentation skills include:
- Sales calls that lose momentum
- Customers that lack enthusiam about your product
- Price or product objections
- Losses to competition
- Stalls such as: "I'd like to think about it."
When a consistent procedure is used, sales presentations are focused on specific, high-priority needs. Your solution is viewed as unique to the customer. Salespeople win more business, at the right price.
Gaining Comittment
FACT: 62% of Salespeople Fail to Ask for Commitment
Q: Why is this?
The principle mission of the salesperson is to Gain Commitment. That's the reason why companies value the work that we do. So why would more than half of sales people skip this act?
Gaining Comittment
FACT: 62% of Salespeople Fail to Ask for Commitment
Q: Why is this?
The principle mission of the salesperson is to Gain Commitment. That's the reason why companies value the work that we do. So why would more than half of sales people skip this act?
- They don't set the right kind of objectives for sales calls.
- They miss buying signals from the customer.
- They lack a procedure for gaining commitment.
