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Who Does not Want More Action? In Sales

Written by: Frank O`Toole

Article Overview: Am I right in saying that everybody loves a bit of action? Imagine you could get the positive action such as commitment in sales that you desire to get the results that will guarantee your wants and needs personally and professionally.

Who Does not Want More Action? In Sales

Wouldn't we all love a bit more action! If you are working in sales, sales requires movement, sales requires action. You need to get commitment and get action from your prospective clients and act yourself too. You need to do this in a planned time frame. Recently on a sales training course I asked the participants whether they had anything in common with Barrack Obama or Bill Gates. They all replied with a no. The truth is that they do and so do you and I. We all have the same 24 hours in a day but it is what you choose to do with that time that counts. In sales training we pinpoint that you need to spend the quality time with those that actually can and will be interested and not on those that can not and will not be interested. Whilst talking wit your potential prospect you need to think big. Set your asking as high as possible.

By thinking big we are automatically getting further than we would be if we are thinking small. By suggesting that we think big on sales calls we can then bring the person down as little as possible so that it will appear more reasonable. A common trait that I have seen on sales training courses is that the person that is successful is the person who is constantly thinking bigger and asking questions such as; "well why shouldn't we..." or "why couldn't we..." these professionals realise that they are trying to help their prospective clients and want to help them.

The acronym that I use to remember to follow on every call is A.C.T.I.O.N

• Authority. Have you ever phoned a company and they seemed generally interested? Your excited about making the follow up call to set things in order and all of a sudden they say "no, sorry, Jack did not like it" so your there thinking who in the world is Jack and why did I not know there was a Jack? Basically the problem is that you did not ask what channels it has to go through before making a decision or you did not ask is there anyone that they feel may oppose your proposal. You need to get an understanding on the decision making hierarchy.
• Commitment. When you get a prospects commitment whether it's that they will go before their committee with your proposal or that they will agree to follow up. You need to commit to a day and time to call back when they will have their side of the agreement complete. Without this commitment you are only hoping that it will follow through.
• Time Frame. Where there is a commitment there should be a time frame set to seal the next process. On a recent sales training course I heard an example of this, you are in the local shop and you meet an old acquaintance, you say to each other that you must meet up. Yet you never do. This is because you did not agree to a time or place.
• Interest in Needs. Ask yourself why you are talking to them and what they are specifically interested in and why. Lack of information regarding their needs and interest can lead to them not committing.
• Overview. This is a tactic. Basically summarise your conversation. What action you and they are going to take, what you have discussed and what needs to be done to help achieve their needs. This will also ensure an easier follow up call.
• Next Action. What did you get them to agree to? And follow it up.

In sales training courses we stress the importance of taking action, the more movement the more sales.

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Article Tags: sales courses, sales skills training, sales training, sales training courses



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Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
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Advertisement that sales - Plan your marketing programme. It should include commitment to capital resources. If you run a small business, you aren't likely to have a generous enough advertising budget that will allow you to run costly branding or campaign ads. Every advertisement you run must convey to your prospect a solid offer and attractive reasons to act quickly, and result in increased sales and an enhanced image of your company. Good advertising always pays its own way through increased sales and profits, improved cost-effectiveness, reduced selling costs and shortened selling cycles. A useful formula that will help you increase the effectiveness of your advertising efforts is A-I-D-A, which stands for Attention, Interest, Desire and Action. When creating an advertisement, always remind yourself that it should: (1) capture your prospects' Attention, (2) arouse their Interest in your offer, (3) create their Desire for your product or service, and (4) provide a powerful spur to Action, that is, turn your prospect into buyers. Remember, bad advertising is an unproductive expense, and good advertising is an investment in future profits!


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