Sales Training

Training vs. Learning: do you want to train? Or have someone learn?

– Posted in: Listening, Sales Training

Training successfully educates only those who are predisposed to the new material. Others may endeavor to learn during class but may not permanently adopt it. The problem isn’t the value of information or the eagerness of the learner: It’s a problem with both the training model itself and the way learners learn. It’s a systems/change […]

Motivation Is An Inside Job

– Posted in: How Buyers Buy, Listening, Sales Training

Why do we do what we do? What causes us to succeed, fail, procrastinate? Is it our environment? Our biology? Our New Year’s resolutions? There’s much debate why our motivation goals fail and how to resolve them. I believe we’re addressing the wrong issues. WHY PROMOTING BEHAVIOR CHANGE CAUSES RESISTANCE Everything I’ve read on resolving […]

Assumptions: Why Being Right Is Wrong

– Posted in: Listening, Sales Training

While researching my new book What? I discovered that when listening to others, we naturally assume we understand what’s meant and don’t question our assumption. Yet the filters our brain uses to hear what others mean to convey preclude accuracy, leading to faulty assumptions. Essentially, here’s what happens that makes accuracy so difficult (for more […]


– Posted in: Buying Facilitation, Sales Training

Until now, we have approached change by starting with a specific goal and implementation plan and seeking buy-in to move forward successfully. While we take meticulous steps to bring aboard the right people, have numerous meetings to discuss and manage any change or disruption possibilities, our efforts are basically top-down and outside-in and end up […]

Why is buy-in necessary – and how to achieve it (Part 5)

– Posted in: Buying Facilitation, How Buyers Buy, Sales Training

Our jobs as sellers, change agents, coaches, and managers is to motivate change. Whether it involves a purchase, a new idea, a different set of behaviors, or a team project, all successful change requires buy-in. As outsiders we are, after all, requiring a shift in the underlying status quo – the system – that we […]

The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)

– Posted in: Decision Makers, Sales Training, Uncategorized

Historically, we have approached change through information sharing and leadership, assuming with a good leader who is able to explain and offer rational and compelling information, changees will be eager and willing to change – and will know how to process and make use of the information. But given the resistance we get, we know […]