The Top 3 Elements Missing from Traditional Sales Training

Part 1: Become the Best Version of Yourself

Most sales training focuses on products, presentations, prospecting, negotiating, and closing skills. We sometimes feel that we lose because of our pricing, the competition, working with the wrong people, or getting in our own way...

Those are all important.

But after more than 25 years in sales, sales leadership, and sales training, I've discovered that one of the most overlooked drivers of success isn't a sales skill at all. Having worked in some big companies in both sales and sales enablement, there was a big missing part of the equation for success...

It's you.

People buy from people they like. More importantly, people buy from people they trust.

In fact, research from The Challenger Sale found that when customers were asked what most influenced their buying decision, the number one answer was not price, product, service delivery, marketing, or company reputation—it was the sales experience. Approximately 54% of customers surveyed said the experience they had with the salesperson was the most important factor in their decision.

Think about that for a moment.

You are part of the product.

Your attitude, energy, confidence, curiosity, preparation, integrity, and professionalism all influence whether someone wants to do business with you.

How to Become the Best Version of Yourself

1. Lead with service. Sales is 99% customer service and 1% making the sale. Focus on helping before selling.

2. Be curious. Focus on finding problems you can solve, and do more discovery, less selling.
Ask thoughtful questions and seek to understand before recommending solutions.

3. Invest in your growth. Do not wait for your employer to offer self or professional development. Take it on yourself to be a student. Read, learn, attend training, and develop yourself continuously. Make your car your mobile classroom!

4. Build confidence through preparation. Keep your commitments to yourself, and take more risks. These steps build instant confidence.
Confidence isn't something you have—it's something you build.

5. Be authentic. Be real. Be your unique self.
Customers connect with real people, not perfect salespeople.

Traps to Avoid

• Being transactional instead of relational

• Talking more than listening

• Chasing quotas instead of helping customers succeed

• Focusing solely on sales tactics while neglecting personal development

• Allowing negativity, stress, or burnout to impact customer interactions

Traditional sales training teaches us how to sell.

The Sales Acceleration Code teaches us how to become the best version of ourselves.

Because when we become the best version of ourselves, we naturally attract better opportunities, stronger relationships, and greater success.

What we project, we collect.

Become the person others want to buy from, work with, and refer—and your results will follow. Speaking from experience.