Who doesn’t like a good story? Especially when the reader personally can relate to the content. Well, here are 88 stories …war stories might be a better description…that every salesperson, rookie or seasoned pro, can relate to.
Delivered anecdotally, the format for these “coaches” is Problem/Analysis/Solution. This format mirrors the sales cycle as it should occur. First, the prospect should make a statement about the problem in general. Next, the salesperson should diagnose the causes of the problem. Finally a solution or prescription should be recommended. If that sounds like the medical profession, it’s done purposefully. Too often, as you’ll see from the stories we tell, the salesperson fails to complete the diagnosis before he or she begins to prescribe a solution. It’s malpractice in medicine, and it’s malpractice in selling as well.
There are things you won’t find in any other training program. You’ll get a laugh out of some of the stories, and undoubtedly experience a feeling of embarrassment, as many of them will touch you personally. The good news is that there’s powerful lesson in each one.
We cover situations in every selling area from qualifying to closing, prospecting to negotiating, dealing with people to managing yourself, strategic issues to very focused tactics, and much more. You’ll find value in each of the 88 lessons.
As you read these stories we encourage you to do some self-examination. How often do you experience these very same sales challenges, and how do you handle them?
The creators of the Common Sense Selling® process are two not-so-common sales professionals and trainers, Jim Dunn and John Schumann. They saw the lack of results and frustration that most salespeople experienced using the old “feature, advantage, and benefit” selling approach in today’s more complex selling environment.
Using their combined 65 plus years of sales experience, they developed a new, common sense approach to selling that is unconventional, by most standards…and it works!