Knowing and Doing are Two Different Things!
A Hall of Fame College Football Coach once said to Brent... "Everyone knows how to score a touchdown... very few ever do. Everyone's great until they put the pads on!" In another conversation that same Coach said, "You can't learn to play football by reading a book; rather, you have to suit up, hit the practice field, and apply everything over and over and over again." Sales, and any other performance position that comes with expectations is the same way.
You. Must. Practice.
Brent built the 7 Steps to Sales Excellence to provide opportunity for Salespeople and Sales Leaders to practice every aspect of the Sales Process that would put them in a position to score a sale. Anyone can score a sale once in a while. Brent believes in intentional practice with expected outcomes, not accidental, haphazard effort leading to the reinforcement of bad behavior.
From Pre-Sales Process to Sales Process to Post-Sales Process, every aspect of the behavioral life of a professional salesperson must be practiced with purpose and passion, over and over again, for as long as the professional salesperson wants to be considered profesional. Remember, You are...
Becoming in Practice Who You Are in Position!
