MIDASoft Education Center
What is Action Selling Test
The Action Selling Sales Process is a research-proven, non-manipulative way of handling sales that focuses on naturally following the decision-making process of the buyer. Using it, your salespeople will learn how to improve their selling skills by keeping the following buying decisions in mind:
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THE FIVE BUYING DECISIONS
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Salesperson – Customers decide if they like and trust you.
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Company – What is your company’s reputation? Is your company a good match for them?
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Product – Is your product the right solution for their needs?
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Price – Is your solution a good value?
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Time to Buy – Is now a good time for them to move forward with the purchase?
THE 9 ACTS OF THE SALE
Customers will find reasons not to buy when your sales call is out of sync with their buying decisions. To improve the odds of your selling process succeeding, you must sequence your presentation to follow the buyers decision-making process.
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Action Selling divides a sales meeting into 9 key components called “Acts”. With each Act, the salesperson uses a critical Selling Skill that enables them to naturally move the selling process forward naturally as each buying decision is being made.
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​The assessment will reveal your team’s strengths and weaknesses when it comes to their sales skills. Maybe they talk too much or ask questions at the wrong time. Maybe they don’t know how to build initial trust that leads to later commitment. Maybe they have trouble differentiating themselves from their competitors.
