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Article Search Engine: GoArticles.com: "The Sales Training Series: Never Wing It by Duane Sparks


Research shows that salespeople will never reach their performance potential without a well defined sales call procedure that they can follow and learn from. 'Winging it' on sales calls has grim consequences - lost sales, extended selling cycles, margin erosion and no clear path to improvement. Bottom line: Your entire sales career can be mediocre at best if you 'wing it.' Performance improves by as much as 50% when salespeople have a consistent game plan for their sales calls.
Most salespeople make the same mistakes over and over without realizing it. Without a logical sales process to follow, they can't even identify specific problems, let alone correct them. A good sales 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 key buying decisions every customer makes. By analyzing each segment of a call and testing against the customer's buying decisions, salespeople can quickly recognize problems and adjust their behavior accordingly.
Without a system like Action Selling, the only thing salespeople can look at is whether they won or lost the sale. If you don't know what went wrong or why, you can't improve your performance. In The Field:
A leading architectural service faced a common problem. They were having trouble trying to sell an intangible service that was seen more as a luxury than a necessity. The firm's growth had stopped and they were losing business to far less capable competitors. "