You Can't Teach People to Sell By Teaching People to Sell

Author: Mike Esterday
Posted: October 15th, 2020

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Just about every organization has them.

They’re loyal, honest, conscientious, good people. They know your products or services as well as anyone. Maybe even better than most. They’ve read all the product literature, watched videos on selling and can answer most of the customers’ questions that come up.

They faithfully attend all of your sales meetings and diligently learn everything you attempt to teach them.

So, what’s the problem?

The problem is…they don’t sell much! Their days are filled with unkept plans, call reluctance or contact avoidance.

If only they’d do what you teach them to do, they’d be successful.

But they don’t do what you taught them to do.

Why? Because just teaching them product knowledge, sales skills and activity-management processes, although necessary, doesn’t mean they will sell well. Simply knowing how to sell, although necessary, doesn’t in and of itself create sales winners.

This e-book explores why simply ‘teaching people to sell’ doesn’t work. To develop consistently top-performing salespeople, you have to understand the deeper reasons why people succeed and fail and then bring those key dimensions into alignment.

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B2B Sales, Coaching, Sales Process, Sales Tips, Sales Training


Sales Models, Performance, Sales Skills, Consistency, Confidence, Inside Sales, Programs, Learning, Effectiveness, Ongoing Training, Goals


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