Action Selling
Action Selling
Action Selling
Featuring
Distributed By:
The TEAM Approach 800-864800-864-4911
Business Objectives
Determine which business objectives you want to impact.
Example Objectives: -Increase Market Share -Reduce Turnover -Improve profitability -Raise Sales Productivity
Skill Objectives
Identify the skills that will lead to achieving your business objectives.
Training Objectives
Design a training plan that develops the needed skills.
82% of all sales people fail to differentiate themselves or their products from the competition.
86% of all salespeople ask the wrong questions and miss sales opportunities.
62% of all salespeople fail to earn the right to ask for commitment.
Salespeople will learn how to apply the Action Selling process to your unique sales cycle. cycle. The best sales practices of your top performers will become standard conduct for all salespeople. salespeople. Sample Sales Cycle
Milestone #1
Initial Contact
Commitment Objective
Set Appointment for a Meeting
Milestone #2
Meeting with Initial Contact
Commitment Objective
Set Meeting with Decision-Maker(s)
Milestone #3
Meeting with Decision-Maker(s)
Commitment Objective
Set Meeting to Present Proposal
Milestone #4
Proposal Meeting
Commitment Objective
Secure the Order
Milestone #5
Product Delivery
Commitment Objective
Determine Future Business Opportunities
Commitment Objective
Set ppointment for a Meeting
Milestone #2
Meeting with Initial Contact
Commitment Objective
Set Meeting with Decision-Maker(s)
Milestone #3
Meeting with Decision-Maker(s)
Commitment Objective
Set Meeting to Present Proposal
Milestone #4
Proposal Meeting
Commitment Objective
Secure the Order
Milestone #5
Product Delivery
Commitment Objective
Determine uture usiness Opportunities 6
* Your sales cycle may be longer or shorter than the one above
Guarantees the long-term impact of the training. longtraining. Produces a significant return on your training investment. investment.
I M P R O V E M E N T
*Source:Huthwaite study published in American Society for Training & Development Journal
TIME
10. Defeat Stalls and Objections 11. Plan Better Sales Calls 12. Review Your Action Selling Performance
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Comparison Report
Compares Individuals and Company Average Measures Each of the Five Critical Skills Pinpoints Strengths and Weaknesses
Training Recommendation
Compares Knowledge as well as Application of Skills Recommends a Specific Retraining Plan Used as a Coaching Tool
Reports
Provides Overall Ranking Highlights Top and Bottom Performers Shows Individuals and Groups that Certify 11
TRAINING MATERIALS
REINFORCEMENT MATERIALS
CERTIFICATION MATERIALS
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TRAINING MATERIALS
Selling Skills Benchmark Determines what skill gaps exist 35 minute, 62 questions Creates a reference point for learning
Student Preparation Booklet Prepare students to receive training Shorten classroom time Set expectations for the training
Student Workbook 53 Interactive training exercises Workshop or self-study 12-Hour course with role plays
Laminated Quick Reference Card Key concepts are reinforced Planner sized pages
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REINFORCEMENT MATERIALS
Skill Drills Video Provides spaced learning Reviews key modules of training Reinforce and apply concepts
Student Practice Guide 12 weeks of reinforcement Field-based homework exercises Training transfers to the field
Audio Support Reinforcement Tapes Audio version of the Action Selling video Convenient reinforcement
Selling Skills Assessment Measure learning status 69 questions, 40 minutes 5 critical selling skills are analyzed 14
CERTIFICATION MATERIALS
Certification Exercises Review key modules Fills learning gaps Improves application of skills
Student Exercises 10 units of retraining based on assessment scores Prepares students for certification
Final Certification Measure knowledge and application 64 questions, 40 minutes Certify trained salespeople
Action Selling Certificate Certify on critical skills Overall score of 75% required Achieve learning objectives 15
Act on
ng Imp ct*
16% 14% 12% 10% 8% 6% 4% 2% 0%
Sales Growth
15.8%
7.7%
N on-Certified Salespeople
Certified Salespeople
Margin Improvement
16.6% 16.5% 16.4% 16.3% 16.2% 16.1% 16.0% 15.9% 15.8% on16.1 % 16.6 %
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