Selling is about doing a lot of little things right. We’ve identified 6 major areas that must be mastered (prospecting, qualifying, etc.) and developed 12 short, impactful lessons in each major area.
If you’re looking for the Cliff Notes approach to refreshing your skills or have never had any sales training, this is a quick way to do it.
This course will help you understand what it takes to be successful in sales. You’ll learn how to have a rewarding consultative interview with a prospect, how to deal with all the internal issues salespeople have to deal with, how to handle the most difficult situations that you’ll encounter and much, much more.
- Short self-study assignment for each of the 72 lessons
- Diagnostic tool to quickly find answers to every sales challenge you encounter.
See the course curriculum for all the details.
Today's buyer has changed, but salespeople haven't adapted. Our sales training addresses that growing disconnect.
I started Whetstone Group in 1992 after a career in sales and sales management with Exxon, Gould Batteries, and Washington Inventory Service.
While at Washington Inventory Service (my last stop in corporate America) I ran sales and marketing for the $150 million company. Although my primary responsibility was to develop business relationships with the major chain retailers, I developed a sales training program for the entire company that was well received and successful. That got me started in the sales training business.
So it’s been well over 25 years now and my focus has been on developing, along with my business partner, John Schumann, the Common Sense Selling® process. With all the changes in selling caused by the availability of information, the economy, and how busy people are these days, we find that what worked just a few short years ago is obsolete today. Add to that the fact that most salespeople haven’t changed their approach (they’re still relying on the old sales pitch), and our business continues to grow. We focus on qualifying opportunities more effectively and helping salespeople understand that thinking everyone that has a pulse is a losing strategy.