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Schneider Training Solutions, LLC | Portland, OR
 

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Post Sell

The STORY:
“Show me a salesperson,” stated Bob, “that tells a prospect he isn’t going to buy and I’ll show you a salesperson who starves.”

One of the distinguishing characteristics of top performers in sales is the ability to avoid two common, self-imposed mental handicaps: reachback and afterburn.

Jane, a new sales hire, was settling into her workspace on Friday morning, all ready to celebrate the first quarter in which she’d been able to exceed her revenue target . . . when she got a voicemail message that made her stomach churn.

The STORY:
Nick was having a real string of successful closes. The experienced salespeople were jealous. But then Nick started having a problem.

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