1.0 Drill Session 1: Action Selling Review

To get the most out of the Action Selling course, take your time as you go through these drill sessions. Take breaks of days between the sections so that you can focus on the material in each act, and complete the activities with your actual customer experiences. How did you use Action Selling this week? 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. Complete the following questions to review the Action Selling process. Success Story: What business objective does your company have that will be positively impacted by the results of Action Selling training? Recap: What have you attempted to change in your selling activities since your exposure to Action Selling? _____________________________ _____________________________ _____________________________ Describe how can a salesperson create more value in their product or service by following the 9 Acts of Action Selling. ____________________________ ____________________________ ____________________________ ____________________________ Now, do the Act 1 Best Practices Exercise you'll find on page 95 of the workbook (also in links here). Principles of Buyer’s Decisions: There are five decisions a customer makes when deciding who to buy from, what to buy, and when to buy. These five decisions are made in a predetermined sequence. Sales presentations are dramatically more successful when they are in sync with the Five Buying Decisions. Now, complete the Drill Session 1 Quiz at the link.