Don’t Can It.

One of the challenges I think new sales people struggle with across most industries is the answer to this question:

“What am I supposed to say?”

Strangely enough, one of the challenges that sales leaders struggle with across most industries when teaching new sales people is the answer to this question:

“How do I teach them what to say, without them making it sound like a canned sales presentation?”

The simple answer is to teach them how to have conversations.  I call it the art of structured improvisation.

S. Anthony Iannarino, one of the best in sales training had a great post on this last week and I wanted to point you in that direction this morning.

Enjoy!