Results & Reactions  Edward J. Feeney Feeney Associates Map For Action The percentage of sales calls ending up with the prospect taking action on the sales call to give your company additional business typically triples. You will see a huge increase in the use of measurable sales behaviors hat you know are closely linked to success. A few of hundreds of examples. Sales people will be stunned to find that the person they have called on for years does not make the decision to use their service. The sales representative will probably uncover five or ten times as many needs of the prospects organization and of the contact person than prior to the training. The sales representative will ask the prospect to take the exact action needed to give your company additional business. this often does not occur prior to Map For Action because the sales representative usually has not probed for it. The sales representative asks how the prospects' reaction to each feature about five times more often than prior to Map For Action training. Here are other reactions: The Senior Vice President of Marketing of one of the top five motor carriers stated, I've decided to go with Feeney Associates' MAP FOR ACTION versus one of the two best known training programs because I saw when I was with another transportation company that MAP FOR ACTION maintains the training. The other training company doesn't really know how to do this. " He was right about the maintenance — they still are using it over 22 years later.     One carrier which tripled (from 5% to 15%) the number of observable closes salespeople obtained has been using the program for over seven years.     The President of one motor carrier using MAP FOR ACTION for the first time, in calling on the General Traffic Manager of one of the top 100 companies in the USA said, "I couldn't believe the positive reaction I got when I probed for the personal needs of the General Traffic Manager and the prospect volunteered one need which greatly affected how his bonus was paid. We then knew what to present and we got the business where we had failed numerous times before."     The President of an Australian ocean freight forwarding company said, "I never forgot the sales techniques you taught me in the USA twenty years ago. I'm still using them. I'm bringing my world-wide group together for you to teach your improved MAP FOR ACTION program."     The President of a very large motor carrier: "These principles you use to change the salesperson's behavior are the same principles we need to manage all our personnel— drivers, dock handlers, customer service, accounting and claims agents."
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