F A Q

Q: How long have you been involved in developing sales people?

A: I have been training and developing sales people since 1988. There has been a transition of techniques and emphasis during this time period. This site is focused upon more of a Major Account or National Account development track. I have written several articles on selling and a book – Three Games of Selling.

Q: Is the information contained in this site up to date?

A: Yes, for Major Account and National Account sales teams – it is as current as we can make it. As we learn new or better methods, we will add information to the site. Learning is a continuous lifetime exercise, therefore, continuous work on your selling skills is a mandatory step for high performance sales results.

Q: Is this just some video or slide presentations on the Internet?

A: Well, yes and no is the correct answer. Yes, we provide both videos and slide based presentations on developing sales skills. However, it is more. We have designed a complete development system for your development. There will be extended learning and development activities for you to sharpen your skills and internalize the information. When you use all the tools and exercises, the internalization process takes over and the ideas, concepts, strategies, methods and techniques become yours. You will be a better sales person after taking this process.

Q: Do I have to be a Member to use this site?

A: Yes, for the actual training and development material. We have provided some free reference information for sales people to get answers they need.