About 15 years ago, I was training a saleperson named Steve. Steve and I role played in a sales meeting. I played the customer and Steve, the salesperson. Sales was new for Steve and his delivery needed work. Shortly after the meeting I overheard Steve talking about coaching Soccer, something he was clearly passionate about. His persona, entirely different. His words were at a slower pace (demonstrating authority). His explanation of things was not over or under emphasized so his tone was balanced which boosted his credibility and sincerity. There was no question he was the authority on this topic and if my kids played soccer, Steve was the coach I wanted.

In that moment, if I could make Steve emulate his soccer persona, when he presents to my customers, I can create an "A-ha" moment for Steve and further solidify to him that he does have the ability to be a strong salesperson. I hope some parts of this blog can help you with those kinds of breakthroughs. A lot of what is taught on the subject of sales training is recycled information. It's good information, but not groundbreaking. In order to take things to the next level, we as trainers have to add the gasoline. Enjoy the read!