Training

All professional athletes have routines they execute diligently. A tour golfer may visualize the flight of the ball, carefully take their stance, execute several practice swings, still their mind and body, and finally bring clubhead to ball. Topnotch sales professionals are no different: they follow a “success checklist.”

My training sessions cover skills as well as processes, thus spanning the entire consultative selling framework. For instance, sales professionals have a much better close record when they frame product benefits in a way that directly addresses the client’s expressed needs. Thus listening skills are critically important, as is the ability to shape one’s response accordingly. My training sessions cover these and other selling skills that make the difference between an average and great performer.