| c) Ask, "Would you like to go ahead with it?" Whenever you quote price, always ask for commitment. To put this another way, never quote price without asking for commitment immediately. Once more, gaining commitment is the principal mission of every salesperson. But you won't get it if you don't ask. Begin your planning of every sales call by determining the commitment you want and hotels in spokane how you're going to ask for it. In The Field: Since 1990, when Patterson Dental (PDCO) began training its North American sales force with Action Selling sales training, the company has become the largest distributor of dental supplies and hotels in spokane equipment in the United States and hotels in spokane Canada. Jim Violette, branch manager for the Spokane, Wash., facility, credits Action Selling for a dramatic turnaround at his branch. "My sales force acts like an entirely different team since we implemented the Action Selling approach," Violette said. "Our skills at Gaining Commitment have dramatically improved." That's an understatement, both for the Spokane branch and hotels in spokane for the company as a whole. At nearly $1.6 billion in sales, Patterson has grown by 17 percent per year and hotels in spokane increased its market share by 32 percent over the past five years. |