Home └Action Selling Part 3 └Drill Session 1: Action Selling Introduction

Action Selling Part 3

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Drill Session 1: Action Selling Introduction

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Welcome to Action Selling Skill Drills

Action Selling Skill Drills are designed to help you master the skills taught in the Action Selling training. One of the most important principles of skills training is the need to review and practice the skills following the initial exposure to the information. By doing this, you will be better able to retain the knowledge you have gained. In addition, you will be able to transfer what you have learned into the field, which will help increase your success.


The primary focus of Action Selling Skill Drills is to:

▼Reinforce the concepts taught in Action Selling.

▼Assist in the application of these concepts in your everyday selling.

▼Share the best practices of your sales team.

▼Provide a means to support you in your personal development.


Each Skill Drill will include the following:

▼A Success Story from the previous session.

▼Short Quizzes that will help you prepare for the Skills Assessment and Certification.

▼Video modules that demonstrate skills in action.

▼Classroom exercises.

▼Homework exercises to be completed in the field.

▼Rapid Role-plays to practice the skill in the classroom.


After completing these Skill Drills, you'll have an opportunity to measure your progress through the Action Selling Skills Assessment.


Take advantage of these drills and you'll be well on your way to improving your sales performance.


Recap

​Action Selling is a consultative sales process that follows the order in which buyers make decisions. The fundamental theory of the Action Selling program is that sellers and buyers should collaborate in the decision process. The salesperson carefully guides the customer as they jointly arrive at the decision to take action.

Print this PDF, complete it, and show it to your manager.

Drill Session 1 Recap


Once approved by your manager, complete the following quiz.

Consider the following Discussion:

1. There are five decisions a customer makes when deciding who to buy from, what to buy, and when to buy.

2. These five decisions are made in a predetermined sequence.

3. Sales presentations are dramatically more successful when they are in sync with the Five Buying Decisions.

 

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Responsible: Brigette Ramos Fernandez

1. 1. List the Customer's Five Buying Decisions in their proper sequence.
Salesperson, product, company, price, time to buy Salesperson, company, product, price, time to buy Salesperson, time to buy, company, product, price Company, product, salesperson, time to buy, price
2. 2a. Action Selling described three roles in sales that lead to success in today's selling environment. Choose the correct description of this role: An Orchestrator.
When I personally handle every part of the sales process without involving other sales resources. When I focus on building a long-term relationship with a customer after the sale is completed. When I organize my own schedule and prioritize which customers to contact first. When I coordinate sales resources or bring together a selling team to "orchestrate" a sale.
3. 2b. Action Selling described three roles in sales that lead to success in today's selling environment. Choose the correct description of this role: A Consultant.
When I coordinate multiple salespeople and resources to work together on one side. When I focus on closing the sale as quickly as possible by emphasizing the product's features and benefits. When I invest the time to understand the customer's business issues and show how we are a solution. When I manage the sales process and make sure every member of the selling team knows their specific role.
4. 2c. Action Selling described three roles in sales that lead to success in today's selling environment. Choose the correct description of this role: A Long-term Relationship Builder.
When I solve problems and assist in delivering a consistent level of customer service. When I focus on closing the sale quickly and moving on to the next customer. When I coordinate different sales resources to work together to win a sale. When I primarily focus on understanding the customer’s business problems and recommending solutions.
5. 3. The principal mission of a salesperson is to ________ ________.
Build Relationships Close Deals Increase Revenue Gain Commitment
6. 4. The most frequent selling mistake is the failure to _____ _____ _____ _____.
(Failure to) Build strong customer relationships (Failure to) Set a commitment objective (Failure to) Understand the customer’s needs (Failure to) Present compelling product solutions