hem. However, most of these selling approaches have too many steps and have too much to remember when you are in the heat of the selling battle.

I mostly have one shot with a veterinarian to convince them to invest $10,000 to $24,000 in new laboratory instruments. I need an easy system to plug into—one that will get me where I need to go

After our first half-hour telephone coaching session, when asked what he thought about our training, my client felt the learning process we had undertaken together earlier in the week, “was a bit too elementary.” As a Branch Manager with over 18 years of sale experience, a supervisor who must also produce sales over and above the five representatives reporting to him, when he purchased our training, he thought that he would receive and then drill-for-skill some new and yet undiscovered selling process that would magically change his ability to produce sales. What he actually found was a “deceptively simple” system with methods proven in the field to produce a consistent flow of new business. Later he wrote:

“I was at first, skeptical about your program’s efficacy. However, it turned out to be deceptively simple.

This program (telephone coaching) is set up with simple bite-sized lessons for sales people. Once using it, one discovers the complexity of the sales process and a need for a focused approach. Your weekly telephone coaching does that and re-inspires excitement for the sales process.

I can't say enough about your practical suggestions and flexible approach to an individual's specific situation…”

Another personal coaching client has written:

“…There are some decent selling systems available out there and I have used a few of them. However, most of these selling approaches have too many steps and have too much to remember when you are in the heat of the selling battle.

I mostly have one shot with a veterinarian to convince them to invest $10,000 to $24,000 in new laboratory instruments. I need an easy system to plug into—one that will get me where I need to go

atives reporting to him, when he purchased our training, he thought that he would receive and then drill-for-skill some new and yet undiscovered selling process that would magically change his ability to produce sales. What he actually found was a “deceptively simple” system with methods proven in the field to produce a consistent flow of new business. Later he wrote:

“I was at first, skeptical about your program’s efficacy. However, it turned out to be deceptively simple.

This program (telephone coaching) is set up with simple bite-sized lessons for sales people. Once using it, one discovers the complexity of the sales process and a need for a focused approach. Your weekly telephone coaching does that and re-inspires excitement for the sales process.

I can't say enough about your practical suggestions and flexible approach to an individual's specific situation…”

Another personal coaching client has written:

“…There are some decent selling systems available out there and I have used a few of them. However, most of these selling approaches have too many steps and have too much to remember when you are in the heat of the selling battle.

I mostly have one shot with a veterinarian to convince them to invest $10,000 to $24,000 in new laboratory instruments. I need an easy system to plug into—one that will get me where I need to go

usiness. Later he wrote:

“I was at first, skeptical about your program’s efficacy. However, it turned out to be deceptively simple.

This program (telephone coaching) is set up with simple bite-sized lessons for sales people. Once using it, one discovers the complexity of the sales process and a need for a focused approach. Your weekly telephone coaching does that and re-inspires excitement for the sales process.

I can't say enough about your practical suggestions and flexible approach to an individual's specific situation…”

Another personal coaching client has written:

“…There are some decent selling systems available out there and I have used a few of them. However, most of these selling approaches have too many steps and have too much to remember when you are in the heat of the selling battle.

I mostly have one shot with a veterinarian to convince them to invest $10,000 to $24,000 in new laboratory instruments. I need an easy system to plug into—one that will get me where I need to go

ly telephone coaching does that and re-inspires excitement for the sales process.

I can't say enough about your practical suggestions and flexible approach to an individual's specific situation…”

Another personal coaching client has written:

“…There are some decent selling systems available out there and I have used a few of them. However, most of these selling approaches have too many steps and have too much to remember when you are in the heat of the selling battle.

I mostly have one shot with a veterinarian to convince them to invest $10,000 to $24,000 in new laboratory instruments. I need an easy system to plug into—one that will get me where I need to go

hem. However, most of these selling approaches have too many steps and have too much to remember when you are in the heat of the selling battle.

I mostly have one shot with a veterinarian to convince them to invest $10,000 to $24,000 in new laboratory instruments. I need an easy system to plug into—one that will get me where I need to go and distinguish me from my competitors. The Selling Edge gets me there."

I have a client in the Northwest, that after five years of working together and after tripling his sales team’s production in the first three years, he decided that my training programs were not complex enough for his staff. For the last two years of our engagement, he tried to have me put into my selling system every new fangled sales technique that he read about in the latest best seller on sales, Over that same period, my goal was to take things out of the selling process that I was teaching, to make my system even more simple and easy for sales and service industry professionals to learn and use daily.

It has been interesting to see if all the complexity that this client brought to his firm’s selling process after my engagement ended, gave him the selling edge that my simple, yet effective system had originally produced. His staff tells me that if anything, they are seeing less success as they try desperately to learn and then implement the latest selling fad that he requires that them to use. The lesson to me is clear, to be consistently successful in selling, you need to keep the selling process as simple as you can.

As my client’s quote above suggests, I now try to keep the selling process that I teach as simple as possible. In my personal coaching sessions on the t