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Expanding Horizons and Action Selling™
will make an immediate and lasting difference in
the performance of your entire sales organization.
We combine extensive research and new training technology
to create the best sales curriculum.
What separates Expanding Horizons from other sales
training companies?
Expanding Horizons has helped clients generate measurable
revenue and skill gains with Action Selling training.
Our competitive edge includes these key differentiators:
- Sales training content based on the
skills assessment of your sales force
- An unmatched degree of customization to your
company
- Development of your Best Sales Practices
- Comprehensive reinforcement plans that ensure
the long-term success of Action Selling
- Detailed measurement of your team’s
knowledge and application of Action Selling
- Ability to leverage technology so students
learn efficiently
What is Action Selling™?
Action Selling is a complete sales process that
salespeople use to differentiate themselves, their company
and their products or services. Salespeople that master
Action Selling sell more, sell it faster and
make more money.
Your customers go through Five Buying Decisions when
making a major purchase. These decisions occur in a
pre-determined sequence (Salesperson, Company, Product,
Price, and Time to Buy). When customers make these
buying decisions out of order, the salesperson loses
control of the sales call as well as the chance to gain
new business.
The role of the professional salesperson is to walk
customers through these buying decisions in sequential
order. The "9 Acts" of Action Selling teach salespeople
exactly how to synchronize their presentations with
the Five Buying Decisions. This results in strong commitments
and long-term business relationships.
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Why is Action Selling™ Unique?
- Action Selling is a full-scale, proactive
communication process for planning, conducting, closing,
and following up on a sale. It is not just a collection
of reactive and manipulative tricks or techniques.
It treats the buyer with respect, leading to lasting
relationships and repeat business.
- Action Selling provides a research-proven
conceptual framework, skills, and knowledge that turn
selling from an occupation into a profession.
- Action Selling recognizes and follows the
documented and consistent sequence of buying decisions
that every customer makes during the purchasing process.
- Action Selling applies not only to a company’s
formal sales force but to virtually any customer-contact
situation. Thus, it offers a structure, a skill set,
and a common language that have the potential to transform
the entire sales-and-service culture of an organization.
- To a degree unmatched by any other program or method,
Action Selling merges relationship skills with
selling skills. And it addresses both skill sets in
a way that is useful, productive, and easy to apply.
- On the sales side, it does not rely on the sort
of reactive, manipulative tricks that many customers
recognize and resent.
- On the relationship side,
it does not present a laundry list of things for salespeople
to change about their own personalities, nor does
it ask them to become amateur psychoanalysts by studying
typologies of customer personalities.
- Action Selling asks
you to learn a few key skills. If you learn them and
practice them, your results will improve. You develop
stronger, longer-lasting relationships with customers.
You’ll make more sales. You’ll make more money.
How is Action Selling™ implemented
in your company?
Action Selling is a multi-media sales training
program that is customized to your selling environment.
It has teaching options that include: Self paced, facilitation
by your trainer/manager, facilitation by our professional
trainer or web-based learning. We consult with you
to prescribe the best approach. In most cases a "Blend"
of options works best. At a minimum, you can expect
to accomplish these outcomes:
- Managers and trainers will gain the skills to become
better sales development coaches.
- Salespeople learn a proven method for differentiating
their products and services.
- Your Best Sales Practices are documented and distributed
to all participants.
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How is Action Selling™ customized
to a client’s selling environment?
Action Selling’s unique "open architecture"
allows customization to occur simultaneous with learning.
While participating in a workshop, every detail that
makes up your organization’s selling situation is incorporated
into the Action Selling framework. The byproduct
is a customized sales process shaped specifically to
the way you want your salespeople to sell.
An example of this customization is the documentation
of your sales cycle for adding accounts. Salespeople
learn how to use Action Selling to navigate through
each step of your sales cycle. Your salespeople will
decrease the time it takes to move the sales process
forward.
With Action Selling you will document your Best
Sales Practices. Replicating these selling habits throughout
your sales team leads to increased sales productivity
and stronger business results.
How is Action Selling™ reinforced
and measured?
Managers conduct meetings, conference calls, or exchange
e-mails with their salespeople to complete Skill
Drills reinforcement. This 12-week program deepens
everyone’s understanding of Action Selling and
further develops your sales force’s ability to use it
in the field.
After reinforcement, participants take the Action
Selling Skills Assessment to measure their knowledge
and application of Action Selling. This assessment
prescribes needed retraining and practice using our
Certification Exercises program. After completion
of the prescribed exercises your salespeople will be
prepared for Final Certification.
What is the impact of Action Selling™
Certification?
Research of over 1250 salespeople proved that Action
Selling Certified Salespeople grew their sales at
twice the rate of non-certified salespeople (15.8%
vs. 7.7%), and improved margins by .5%. Action
Selling Certified Salespeople sell more than non-certified
salespeople while reducing sell-cycle time and increasing
margins.
A recent pilot study of 20 salespeople from Citibank’s
e-Business and World Wide Security Services (WWSS) revealed
a $16.8M revenue increase and $10.3M added to their
sales pipeline. All results were attributed to Action
Selling. Based on that, Citibank trained the rest
of their e-Business and WWSS sales teams worldwide.
Who benefits from the Action Selling™
training?
Organizations of all sizes and industries use Action
Selling to improve their performance. The following
is a partial list of companies who have adopted Action
Selling as their sales process:
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