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AA-ISP Washington DC Chapter: You Can’t Teach People to Sell By Teaching People to Sell

May 15th, 2019 at 6:00pm - 7:00pm EST/EDT

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May 15th, 2019

6:00pm - 7:00pm EST/EDT

Arlington, VA (View Map)


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

Presented by Bruce Wedderburn, Integrity Solutions

Location: TBD 

Time: 6:00 PM 


Up to 85% of success in selling is rooted in beliefs, attitudes, emotions, and feelings. Yet very few organizations consider themselves very effective at developing these attributes

In their people. Most sales training fails to take these critical factors into account, and as a result, most sales training ultimately fails the people (and the organizations) it’s supposed to be helping.


Your people may be hitting their call metrics- but not their sales goals. So just have them make more calls! No… Get to the real root of the problem. It’s typically not a skill problem- it’s a will issue. 


Why do so many salespeople with similar skills sets, experience levels and training perform at such different levels? What causes your salespeople’s success? Salespeople have to feel comfortable and confident that they are uncovering and filling needs and adding value for customers. And if they don’t feel like they’re doing that, they’re not going to ask questions that turn into business opportunities.


This highly interactive session will explore practical, proven ways sales leaders and training teams can influence the critical behaviors, attitudes, and beliefs that lead to higher levels of productivity and better bottom-line results. Attendees will learn:


• The five critical dimensions of sales success

• Three critical conversations that will determine the success of the salespeople, sales team and ultimately, the organization

• ‘Skill and Will’ training principles that impact the emotional issues of selling

• What research says about the gap in performance between organizations that effectively

 Attendees will also receive a related eBook; You Can’t Teach People to Sell By Teaching People to Sell.


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