THE ULTIMATE GUIDE TO ACTIVITY-BASED SELLING: WHAT, WHY, AND HOW
“Selling” refers to both: the actions you take throughout the process and the closing of a deal.
In activity-based selling, you keep your focus on your actions. You operate on the knowledge that you’ll get better results by completing key steps with a prospect, and repeating these same steps with all your other prospects, straying only where necessary to customize for the customer. And — this is perhaps the toughest part — you must not worry about results while you’re taking these actions.