Sales Training in Action: What a Difference a Plan Makes

One of my all-time favorite voicemail messages came from George Hudson, an account executive for Perfecto Tool & Engineering in Anderson, Indiana. He had recently completed one of our Action Selling ® sales training programs. Here’s his message: “Hi, this is George Hudson. I thought I’d let you know that I had another really good week. I just closed $100,000 in sales. We got the final purchase order here late today. “Yes, just as I learned in your sales training course, I called the customer to Confirm the Sale; I assured them that they made a good decision; I thanked them; and I scheduled the next event, which is a kickoff meeting for next week. “Man, I’ll tell you what, it is so comforting to have a plan—a plan that works—and to constantly be moving sales calls forward with a commitment from the customer. My life will never be the same. Thank you, thank you, thank you. Have a nice weekend.  I sure will.” What does Hudson mean about the comfort of having a plan that works? Here’s the explanation.

Step by step sales training

There are two kinds of sales training programs. One serves up a more or less random collection of tips and techniques under the heading of “sales skills.” The other kind of sales training course is based on a cohesive system that provides a step-by-step sales process. What difference does it make? One huge differentiator is that when sales training and sales coaching are grounded in a process that really works, graduates don’t just emerge with a collection of sales skills. They also come out with a consistent plan for their sales calls. That’s because a step-by-step process naturally gives you the framework for a step-by-step plan. When a sales training program provides you with a plan that really works for every sales call, you no longer have to fly by the seat of your pants. You are far more confident. You always know what to do next. Action Selling ® is one such systematic sales system. It has nine Acts—from Commitment Objective to Confirm the Sale and Replay the Call—which tie to five major Buying Decisions that every customer makes (as research proves). The step-by-step process taught in sales training courses and sales coaching sessions based on Action Selling ® provides sales reps with a step-by-step plan for every call. As George Hudson can tell you, that is mighty comforting. For information about how to improve sales skills and make sales training pay huge dividends, contact Action Selling ® at (800) 232-3485.