So these are the topics covered in my motivational sales training seminars, as well as my motivational leadership training programs, webinars, books, and in my role as a public speaker.
As I mentioned, my cold calling motivational training is among the most successful of my programs.
Sales training in the 19th and 20th centuries went through a number of style fluctuations from decade to decade.
As early as the mid-1950s, vinyl records were being released to help salespeople learn the art of the trade. Over the years, sales training evolved to encompass more than tricks of the trade or one particular sales method. For instance, my cold calling technique is among my most successful motivational training programs, teaching salespeople how to leave a message that gets a 75 percent response rate! As a public speaker, it's so rewarding watching people respond to innovative, practical ideas, and I've made it a point of incorporating this information into my motivational leadership training, webinars and books as well. After the industrial revolution brought new, more efficient ways for factories to build products for the masses, salesmen began to pop up everywhere.


Early trainers such as Tom Hopkins, Arthur Sheldon, and Elmer Wheeler taught the art of salesmanship with coaching seminars and training classes on how to sell when the customer says no, and Wheeler popularized the phrase, “Don’t sell the steak, sell the sizzle!” in the 1930s.
The selling method (snake oil selling) in the 1800s was based on misrepresentation and the idea that you can say anything you want about a product, as long as it seals the deal. From there, trust-based selling, mood or emotion selling, brand selling, and many more techniques started to develop, increasing the complexity associated with the trade. Cassettes and videos soon followed, helping professionals identify methodologies, techniques for closing a deal, and understanding the psychology of the sales interaction. That's the kind of practical information I also share in my motivational leadership training, business coaching, webinars, books and engagements as a public speaker.
All of that's covered in my motivational sales training seminars, as well as my motivational leadership training and business coaching. In the same decade, Dale Carnegie published his successful book, “How to Make Friends and Influence People,” which many executives and sales professionals continue to cite to this day.
Each distinctive method had its proponents, who capitalized on selling the method to sales professionals across an increasing number of industries.


Sales organizations and coaches offer classroom experiences, online learning, podcasts, articles and blog posts, and one-on-one coaching.
Some focus on a particular aspect of sales, while others offer tips about handling the sales experience. There are as many successful approaches to sales as there are sales development coaching books on the market today. A successful coach has the intuition and sales expertise to unlock the potential of each sales representative that comes in for training.



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