| Never "Wing It" | | | | salespeople can look at is whether they won or |
| Research shows that salespeople will never reach | | | | lost the sale. If you don't know what went wrong |
| their performance potential without a well-defined | | | | or why, you can't improve your performance. |
| sales-call procedure that they can follow and learn | | | | In The Field |
| from. "Winging it" on sales calls has grim | | | | A leading architectural services faced a common |
| consequences - lost sales, extended sell cycles, | | | | problem. They were having trouble trying to sell |
| margin erosion and no clear path to improvement. | | | | an intangible service that was seen more as a |
| Bottom line: Your entire sales career can be | | | | luxury than a necessity. The firm's growth had |
| mediocre if you "wing it." | | | | stopped and they were losing business to far less |
| Performance improves by as much as 50% when | | | | capable competitors. |
| salespeople have a consistent game plan for their | | | | The Sales Board delivered a 2-day onsite Action |
| sales calls. | | | | Selling sales training workshop for their sales staff, |
| Most salespeople make the same mistakes over | | | | teaching the Action Selling process and |
| and over without realizing it. Without a logical sales | | | | documenting the company's Best Sales Practices. |
| call plan to follow, they can't even identify specific | | | | Twelve weeks of Skill Drill Modules followed, |
| problems, let alone correct them. A good sales | | | | further honing the new selling skills the group had |
| process mirrors the pattern by which customers | | | | acquired. |
| make buying decisions. The nine acts of Action | | | | Within only three months the CEO reported |
| Selling break a sales call into its most important | | | | business grew by 20%. In addition, he said, "My |
| components, sequenced in the order of the five | | | | sales team's professionalism and sense of |
| key buying decisions every customer makes. By | | | | confidence increased as a direct result of the |
| analyzing each segment of a call and testing | | | | Action Selling program. Having a clear |
| against the customer's buying decisions, | | | | understanding of the selling strengths and |
| salespeople can quickly recognize problems and | | | | weaknesses of each sales team member has |
| adjust their behavior accordingly. | | | | made sales management both focused and |
| Without a system like Action Selling, the only thing | | | | effective for the first time. |