A powerful innovative and proven-effective sales method that disrupts the one-size-fits-all
approach that has dominated the field for too long The world of sales has become less
predictable and more competitive in recent years. Buying decisions are more complex
differentiation between suppliers is difficult to discern and high-quality information is
readily available. The salespeople who excel are agile-choosing a path based on the buying
situations they face and re-assessing those choices often. Sales agility is defined as the
ability to assess and make sense of the situation an individual is facing choose the best way
forward aligned to the situation and then plan and execute the chosen path. Sales agility
represents good decision making that leads to successful execution. In The Sales Agility Code
industry-leading sales training and development firm VantagePoint Performance provides a
framework so sellers can learn and replicate what the highest-performing salespeople do to
succeed in an unpredictable and ever-changing market. If you are a salesperson who is
frustrated with a sales-centric ineffective methodology The Sales Agility Code is for you.
Based on decades of academic and applied research this book teaches a more agile sales approach
than the all-too-common one-size-fits all sales methodology which research shows is effective
only 25% of the time. VantagePoint's data on high-performing sales managers and high-performing
salespeople-gleaned from 10 000+ sellers and 1 600+ sales managers-proves that salespeople who
can leverage multiple possible paths to determine the best approach are the ones who accomplish
their growth targets. You'll learn how to: . Shift to a buyer-focus perspective and assess
customer situations from multiple perspectives . Make sense of buyers' situations by
considering and weighing all available data and your own insights . Choose a sales approach
that aligns with the customer situation with your prioritized sales objective . Execute a
variety of sales tactics that will move the sales opportunity forward . Make in-the-moment
adjustments as the buyer's situation evolves With The Sales Agility Code you have everything
you need to understand the buyer the buying situation and the buyer's needs so you can
consciously choose the best approach for each stage in each deal-which will invariably result
in more sales.
