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Nội dung bao gồm:Setting the “Best” Sales Call ObjectivesDeveloping Rapport and Interest Rate the Quality of Your ProspectsIdentifying a Differentiated Sales PositionIdentifying a Deeper Level of NeedKnowing Your Competitive StrengthsImprove Your Company StoryPresent the “Best” SolutionsAsk for Commitment More ConsistentlyDefeat Stalls and ObjectionsPlan Better Sales CallsReview Your Action Selling Performance
[...]... and Weaknesses • Used as a Coaching Tool • Highlights Top and Bottom Performers • Shows Individuals and Groups that Certify 11 Action Selling Training System TRAINING MATERIALS REINFORCEMENT MATERIALS CERTIFICATION MATERIALS 12 TRAINING MATERIALS Selling Skills Benchmark Selling Skills Benchmark Student Preparation Booklet Student Workbook Laminated Quick Reference Card •Determines what skill gaps exist... REINFORCEMENT MATERIALS Selling Skills Assessment Skill Drills Skill Drills Video Student Practice Guide Audio Support Reinforcement Tapes •Provides “spaced” learning •12 weeks of reinforcement •Audio version of the Action Selling video •Reviews key modules of training •Field-based homework exercises •Convenient reinforcement •Reinforce and apply concepts •Training transfers to the field Selling Skills Assessment... field Selling Skills Assessment •Measure learning status •69 questions, 40 minutes •5 critical selling skills are analyzed 14 CERTIFICATION MATERIALS Action Selling Certified Final Certification Assessment Certification Exercises Your Name Certification Exercises Student Exercises Final Certification Action Selling Certificate •Review key modules •10 units of retraining based on assessment scores •Measure... of skills •Prepares students for certification •64 questions, 40 minutes •Certify trained salespeople •Overall score of 75% required •Achieve learning objectives 15 Action Selling Impact* Sales Growth 16% 14% 15.8% 12% 10% 8% Action Selling Certified Salespeople Grow Their Sales at Twice the Rate of Non-Certified Salespeople, While Increasing Margins 6% 4% 2% 0% 7.7% N on-Certified Salespeople Certified . • A common selling language • An actionable, structured process • A strategic and tactical mindset • A sustainable competitive advantage • Coachable skills The Action Selling Process. improvement. • Action Selling Skills Assessment: •Provides managers with a coaching and retraining strategy. •Formulates an aggressive plan to further sharpen skills. • Action Selling Final. Certification Exercises Action Selling Certificate •Certify on critical skills •Overall score of 75% required •Achieve learning objectives Action Selling Certified Your Name