How to really sell

1. Sales Training Plan Overview
Featuring
Distributed By:
The TEAM Approach
800-864-4911

2. Training Plan Objectives
Determine which business objectives you
want to impact.
Example Objectives:
-Increase Market Share -Improve profitability
-Reduce Turnover -Raise Sales Productivity
Identify the skills that will lead to achieving
your business objectives.
Design a training plan that develops the
needed skills.
Business Objectives
Skill Objectives
Training Objectives

3. Why Train Salespeople?
 82% of all sales people fail to differentiate themselves
or their products from the competition.
 86% of all salespeople ask the wrong questions and
miss sales opportunities.
 62% of all salespeople fail to earn the right to ask for
commitment.
 82% of salespeople discount price to earn a sale.
Statistics based on research conducted by The Sales Board. Over 16,000 customers and 300 salespeople
in 25 industries were studied.

4. Training Implementation Plan
• A common selling
language
• An actionable,
structured process
• A strategic and
tactical mindset
• A sustainable
competitive
advantage
• Coachable skills
The Action Selling Process Provides:
4

5. Best Sales Practices
Action Selling’s “open architecture” requires the training to be
tailored to your company, products and marketplace.
• Your sales process will be clearly defined and
documented.
• Salespeople will learn how to apply the Action Selling
process to your unique sales cycle.
• The “best sales practices” of your top performers will
become standard conduct for all salespeople.
Milestone #1 Commitment Objective
Milestone #2 Commitment Objective
Milestone #3 Commitment Objective
Milestone #4 Commitment Objective
Milestone #5 Commitment Objective
Initial Contact
Meeting with
Initial Contact
Set Meeting with
Decision-Maker(s)
Meeting with
Decision-Maker(s)
Set Meeting to
Present Proposal
Proposal Meeting Secure the Order
Product Delivery Determine Future
Business Opportunities
Set Appointment for
a Meeting
Sample Sales Cycle

6. Sample Sales Cycle
Milestone #1 Commitment Objective
Milestone #2 Commitment Objective
Milestone #3 Commitment Objective
Milestone #4 Commitment Objective
Milestone #5 Commitment Objective
Initial Contact
Meeting with
Initial Contact
Set Meeting with
Decision-Maker(s)
Meeting with
Decision-Maker(s)
Set Meeting to
Present Proposal
Proposal Meeting Secure the Order
Product Delivery
Determine Future
Business Opportunities
Set Appointment for a
Meeting
Clearly define your sales process.
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* Your sales cycle may be longer or shorter than the
one above

7. Apply New Skills in the Field
Our reinforcement strategy will actively involve your entire sales
organization.
• Ensures the rapid transference of skills to the field.
• Allows business objectives to be achieved.
• Guarantees the long-term impact of the training.
• Produces a significant return on your training investment.
87% loss within
one month*
TRAINING
TIME
I
M
P
R
O
V
E
M
E
N
T
*Source:Huthwaite study published in American
Society for Training & Development Journal
87% of all sales
training is lost
within 30 days due
to the absence of
reinforcement.

8. Field Reinforcement Exercises
In 12 Weeks New Skills Become Habit.
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1. Setting the “Best” Sales Call Objectives
2. Developing Rapport and Interest
3. Rate the Quality of Your Prospects
4. Identifying a Differentiated Sales Position
5. Identifying a Deeper Level of Need
6. Knowing Your Competitive Strengths
7. Improve Your Company Story
8. Present the “Best” Solutions
9. Ask for Commitment More Consistently
10. Defeat Stalls and Objections
11. Plan Better Sales Calls
12. Review Your Action Selling Performance

9. Measurement Gets It Done
By measuring the knowledge and application of the skills that
are taught, students and managers are held accountable for their
professional development.
• Benchmark Skills Assessment:
•Pinpoints each students’ individual strengths and weaknesses.
•Used to show the progression of 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:
•Tracks skill gain compared to business objectives.
•Certifies the selling competency of each sales person.

10. Measuring the Outcome of Sales Development
Sales Skills Learning Trend
• Shows Scores for Each Phase of
Skill Development.
• Spots Trends in Skill Gain.
• Clearly Identifies Gaps in Learning
and Application of Learning.
Combined Skills Improvement
• Summarizes the Learning and
Application of all Skills.
• Demonstrates the Direction that the
Learning is Taking.
• Provides Tangible Results of the
Training.
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• Portrays the Individuals’ Growth in
the Five (5) Critical Selling Skills.
• Describes the Status of Each
Individual, Group and Company.
• Tracks the Growth in Learning
Compared to Application of the
Learning.
Individual Skills Improvement

11. Accountable System for Sales Development
Comparison Report
• Compares Individuals and
Company Average
• Measures Each of the Five Critical
Skills
• Pinpoints Strengths and
Weaknesses
Training Recommendation
• Compares Knowledge as well as
Application of Skills
• Recommends a Specific Retraining
Plan
• Used as a Coaching Tool
Reports
• Provides Overall Ranking
• Highlights Top and Bottom
Performers
• Shows Individuals and Groups that
Certify
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12. Action Selling Training System
TRAINING
MATERIALS
REINFORCEMENT
MATERIALS
CERTIFICATION
MATERIALS 12

13. TRAINING MATERIALS
Selling Skills
Benchmark
•Determines what skill
gaps exist
•35 minute, 62 questions
•Creates a reference
point for learning
Student Preparation
Booklet
•Prepare students to
receive training
•Shorten classroom time
•Set expectations for the
training
Student Workbook
•53 Interactive training
exercises
•Workshop or self-study
•12-Hour course with
role plays
Laminated Quick
Reference Card
•Key concepts are
reinforced
•Planner sized pages
Selling Skills
Benchmark
13

14. REINFORCEMENT MATERIALS
Selling Skills Assessment
•Measure learning status
•69 questions, 40 minutes
•5 critical selling skills are
analyzed
Skill Drills Video
•Provides “spaced”
learning
•Reviews key modules of
training
•Reinforce and apply
concepts
Selling Skills
Assessment
Student Practice Guide
•12 weeks of
reinforcement
•Field-based homework
exercises
•Training transfers to the
field
Audio Support -
Reinforcement Tapes
•Audio version of the
Action Selling video
•Convenient reinforcement
Skill Drills
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15. CERTIFICATION MATERIALS
Certification
Exercises
•Review key modules
•Fills learning gaps
•Improves application
of skills
Student Exercises
•10 units of retraining
based on assessment
scores
•Prepares students for
certification
Final Certification
Assessment
Final Certification
•Measure knowledge and
application
•64 questions, 40 minutes
•Certify trained salespeople
Certification
Exercises
Action Selling Certificate
•Certify on critical skills
•Overall score of 75%
required
•Achieve learning
objectives
Action Selling
Certified
Your Name
15

16. 7.7%
15.8%
0%
2%
4%
6%
8%
10%
12%
14%
16%
Non-Certified
Salespeople
Certified
Salespeople
Sales Growth
16.1 %
16.6 %
15.8%
15.9%
16.0%
16.1%
16.2%
16.3%
16.4%
16.5%
16.6%
Non-Certified
Salespeople
Certified
Salespeople
Action Selling Certified
Salespeople Grow Their
Sales at Twice the Rate of
Non-Certified
Salespeople, While
Increasing Margins. Margin Improvement
Action Selling Impact*
*Based on studies of 1,250 salespeople,
representing over $3B in sales revenue.