I travel nationwide as a sales consultant and trainer, working with individuals and companies to improve sales performance. I’ve also performed brain surgery. But, I’m getting ahead of myself.
I have a fascination with the human brain. Scientists have done “mind mapping” determining where neurological functions are performed yielding information relating to improvement and repair. The next logical step for me, as I saw it, was to perform brain surgery.
I joined the best and most modern hospital. This organization had state-of-the-art equipment resembling something out of a sci-fi flick. To ensure my success, I was assigned a knowledgeable nursing and technical staff. Modern surgical instruments were put at my disposal. Last, but certainly not least, surgical patients were selected for me; I just had to show up in the operating room.
I thought, “I’ve finally found a vocational home.” I was ready and excited to get started. They wheeled in my first patient, who was then expertly anesthetized. I proceeded to make my first incision into the skull. Almost immediately, buzzers, bells, sirens and whistles began to blare, lights started to whirl and flicker.
I tried to react, fumbling the instruments and engaging the help of my staff, but my patient still expired—as in dead. With no further opportunity to breathe life into this limp body, I stopped trying.
You see, in my zeal to perform a surgical procedure I neglected to learn and acquire successful and effective surgical techniques. I was destined for failure.
Selling and this theoretical brain surgery share a common factor for a successful outcome. With extensive and ongoing training in their specific disciplines, individuals will achieve and realize their respective, successful potential. Who knows, they may even be able to breathe new life into existing transactions and situations.
A sales person working with the best organization, located in the most modern facility, with advanced technology, accompanied by a well-trained cooperative staff, utilizing modern devices with easy access to leads and/or clients, will not realize sales success.
Selling is a discipline that needs to be learned, nurtured and reinforced. Effective sales training provides the necessary elixir that will result in a long, healthy and prosperous outcome.
Stephen Greenberg, who is a sales consultant, sales trainer and sales coach, can be contacted by e-mail at
