# SalesCoach > Online sales training built around Jim Dunn and John Schumann's Common Sense Selling process. SalesCoach turns Jim Dunn and John Schumann's two-day Common Sense Selling bootcamp into self-paced online sales training for reps, managers, and teams. Common Sense Selling is a consultative, low-pressure method: diagnose before prescribing, qualify before proposing, and earn trust before presenting. Courses are delivered online via the learning platform at learn.salescoach.com. ## Courses - [Monday Morning Sales Coach](https://learn.salescoach.com/courses/monday-morning-sales-coach): Short, practical weekly coaching to keep the Common Sense Selling habits alive after the core training. $49 (One-time · or $27/mo all-access). Audience: Ongoing reinforcement. - [Sales Mastery](https://learn.salescoach.com/courses/sales-mastery): Mastering the core competencies of selling: prospecting, qualifying, price pressure, objections, and closing plans. $149 (One-time · or $27/mo all-access). Audience: Individual salespeople. - [Sales Management Mastery](https://learn.salescoach.com/courses/sales-management): The questions, exercises, and cadence to coach reps around real pipeline behavior instead of activity reports. $297 (One-time payment). Audience: Sales managers. - [Common Sense Selling](https://learn.salescoach.com/courses/sales-coach/): The flagship Common Sense Selling certification, including a personal DISC behavioral styles assessment. $497 (One-time · or 4 payments of $147). Audience: Reps and teams. - [Common Sense Selling for Commercial Bankers](https://learn.salescoach.com/courses/common-sense-selling-for-commercial-bankers): The Common Sense Selling method adapted for commercial bankers, relationship managers, and business development officers. $597 (One-time payment). Audience: Commercial bankers. ## Key pages - [Common Sense Selling method](https://www.salescoach.com/common-sense-selling/): The core sales process and how the training is structured. - [How it works](https://www.salescoach.com/how-it-works/): Format, modules, and reinforcement cadence of the online training. - [Pricing](https://www.salescoach.com/pricing/): One-time course prices and the all-access subscription. - [Sales training for individuals](https://www.salescoach.com/for-individuals/): Self-paced training for individual reps. - [Sales training for sales managers](https://www.salescoach.com/for-sales-managers/): Coaching cadence and tools for sales leaders. - [Online team training](https://www.salescoach.com/for-corporations/): Shared-process training for sales teams and organizations. - [FAQ](https://www.salescoach.com/faq/): Common questions about applicability, format, and refunds. - [About the trainers](https://www.salescoach.com/about/): Backgrounds of Jim Dunn and John Schumann. ## Books - [Common Sense Selling](https://www.salescoach.com/books/common-sense-selling/): The foundational sales process behind SalesCoach: diagnosis before prescription, qualification before proposal, and trust before pressure. - [Common Sense Selling for Commercial Bankers](https://www.salescoach.com/books/common-sense-selling-for-commercial-bankers/): A version of the Common Sense Selling approach aimed at commercial bankers, relationship managers, and business development officers. - [The Military Recruiter's Handbook](https://www.salescoach.com/books/the-military-recruiters-handbook/): A sales and communication guide for recruiters who need disciplined conversations, trust, qualification, and commitment. - [Monday Morning Sales Coach](https://www.salescoach.com/books/monday-morning-sales-coach/): Short, practical sales lessons designed to reinforce the Common Sense Selling method one selling problem at a time. - [Sales Mastery](https://www.salescoach.com/books/sales-mastery/): The individual rep curriculum behind SalesCoach, covering mindset, prospecting, trust, qualification, closing, and sales tactics. - [Sales Management Mastery](https://www.salescoach.com/books/sales-management-mastery/): The sales management curriculum behind SalesCoach manager training, built around coaching, reinforcement, meetings, accountability, and team behavior. ## Trainers - [Jim Dunn](https://www.salescoach.com/about/jim-dunn/): Founder, author, sales process architect - [John Schumann](https://www.salescoach.com/about/john-schumann/): International sales trainer and course leader ## Articles by topic ### Prospecting & Pipeline (https://www.salescoach.com/blog/topic/prospecting/) - [“Send Me Some Information”](https://www.salescoach.com/blog/send-me-some-information/): Send me some information is usually a polite brush-off, not real interest. Use Reward & Refocus, Easy Exit, Colombo, or Let's Pretend to… - [They Won’t Return Your Calls](https://www.salescoach.com/blog/they-wont-return-your-calls/): When a prospect goes silent, the Rescue Call gets your messages returned 75% of the time without turning you into a pest. - [Getting Access to the Decision Maker](https://www.salescoach.com/blog/getting-access-to-the-decision-maker/): Failure to reach the final decision maker can cut your closing rate in half. Here are tactics to get in front of the person who can actua… - [Networking](https://www.salescoach.com/blog/networking/): Networking pays off when you work it right. Get involved, ready your elevator speech, ask the right questions, and focus on helping other… - [Upgrading Your Referrals](https://www.salescoach.com/blog/upgrading-your-referrals/): Don't settle for a name and number. Upgrade referrals into warm introductions and lift your conversion rate from 5% to 50% or higher. - [Referral Prospecting](https://www.salescoach.com/blog/referral-prospecting/): Referrals are the best way to grow sales and cut your dependence on cold calls. Most salespeople don't get enough simply because they nev… - [Marketing v. Selling](https://www.salescoach.com/blog/marketing-v-selling/): Most reps quit after three touches, but prospects need seven to fifteen. When selling stalls, switch to marketing and build credibility o… - [Using Voice Mail Effectively](https://www.salescoach.com/blog/using-voice-mail-effectively/): Most voicemails go unreturned because they give no reason to call back. Build a credible, curiosity-piquing message that earns the callback. - [Working with Gatekeepers](https://www.salescoach.com/blog/working-with-gatekeepers/): Stop trying to beat the gatekeeper and start working with them: use their name, respect their role, and have a sharp answer ready for 'Wh… - [Cold Calls](https://www.salescoach.com/blog/cold-calls/): Cold calling works when your message connects to a problem, not a pitch. Get permission, lead with a problem they feel, and test for pain… - [20 Second Commercials / Elevator Speeches](https://www.salescoach.com/blog/20-second-commercials-elevator-speeches/): Introduce yourself by the problems you solve, not platitudes about your company, and test for pain to spot real prospects fast. - [Your Recipe for Prospecting Success](https://www.salescoach.com/blog/your-recipe-for-prospecting-success/): Stop chasing results you can't control. Build a prospecting recipe around the one thing you can: the number of attempts you make each day. - [Your Ideal Prospect](https://www.salescoach.com/blog/your-ideal-prospect/): Prospecting is a discarding activity. Define your ideal prospect by company, pains, mindset, and budget so you and your referral sources… - [Prospecting Campaigns](https://www.salescoach.com/blog/prospecting-campaigns/): Successful prospecting starts with knowing where to find your ideal prospects, then contacting them consistently - it takes 7-15 touches… - [Rejecting Rejection](https://www.salescoach.com/blog/rejecting-rejection/): How you choose to perceive rejection decides how you handle it. Control your activity, not the outcome, and every no moves you closer to… - [Overcoming Self-Limiting Beliefs](https://www.salescoach.com/blog/overcoming-self-limiting-beliefs/): Head trash quietly caps your sales results. Spot the self-limiting beliefs holding you back and replace them with affirmations that suppo… - [The Prospect’s First Test](https://www.salescoach.com/blog/the-prospects-first-test/): Not every prospect is worth your time. Five quick qualifying questions flag the bad ones early so you can disengage and invest where it a… - [Singing the Santa Claus Blues](https://www.salescoach.com/blog/singing-the-santa-claus-blues/): The holiday slowdown is mostly head trash. Keep prospecting while competitors quit, and use the slow time to set goals and plant seeds fo… - [Networking… An Opportunity or a Waste of Time?](https://www.salescoach.com/blog/networking-an-opportunity-or-a-waste-of-time/): Leaving events with no leads? Stop selling yourself and focus on the other person. Look for someone you can refer, and the help comes bac… ### Qualifying Opportunities (https://www.salescoach.com/blog/topic/qualifying/) - [Eliminate Your Competition Early](https://www.salescoach.com/blog/eliminate-your-competition-early/): Change is hard and inertia kills deals. Surface your prospect's pain early and challenge them politely so 'we'll stay put' doesn't sink t… - [“Can We See a Demo?”](https://www.salescoach.com/blog/can-we-see-a-demo/): A demo request doesn't mean a qualified prospect. Qualify pain, budget, and decision process first, and ask three questions first so the… - [Break the Rules & Win More Bids](https://www.salescoach.com/blog/break-the-rules-and-win-more-bids/): RFP buyers control the process. Qualify hard before responding, then use re-direct or time trade-off tactics to win on margin, not low pr… - [Presenting Your Solutions](https://www.salescoach.com/blog/presenting-your-solutions/): Don't present until you've finished qualifying. Understand the prospect's pains, budget, and decision process first, then test for progre… - [Clearing the Objection Minefield](https://www.salescoach.com/blog/clearing-the-objection-minefield/): Don't ignore the landmines. Surface likely objections like price or decision-maker access early with a 'my biggest concern' question befo… - [Improving Your Closing Average](https://www.salescoach.com/blog/improving-your-closing-average/): Most forecasted sales never close. Improve your closing average with better qualifying, and rate every prospect honestly before you write… - [Controlling the Sales Interview](https://www.salescoach.com/blog/controlling-the-sales-interview/): Whoever asks the questions controls the call. Use rewarding and refocusing to answer a question with your own and keep the prospect talki… - [Getting Access to the Decision Maker](https://www.salescoach.com/blog/getting-access-to-the-decision-maker/): Failure to reach the final decision maker can cut your closing rate in half. Here are tactics to get in front of the person who can actua… - [Understanding the Decision Process](https://www.salescoach.com/blog/understanding-the-decision-process/): After qualifying for pain and money, map the prospect's decision process: the players, timetable, criteria, and roadblocks before you pro… - [Discussing Money](https://www.salescoach.com/blog/discussing-money/): Money is part of the qualifying puzzle. Use these questions to uncover budget and the cost of the pain before you present your solution. - [The Pain Conversation](https://www.salescoach.com/blog/the-pain-conversation/): The best investigators are the best closers. Use a sequence of pain questions to take a prospect from the big picture to the emotional co… - [What Motivates Your Prospect to Buy?](https://www.salescoach.com/blog/what-motivates-your-prospect-to-buy/): Buyers act to resolve pain, achieve gain, or avoid fear. No personal, important-enough motivation means no real prospect. - [The Qualified Prospect](https://www.salescoach.com/blog/the-qualified-prospect/): A prospect has pain, resources, and authority - a suspect just looks the part. The only way to tell them apart is to ask questions, not a… - [Cold Calls](https://www.salescoach.com/blog/cold-calls/): Cold calling works when your message connects to a problem, not a pitch. Get permission, lead with a problem they feel, and test for pain… - [20 Second Commercials / Elevator Speeches](https://www.salescoach.com/blog/20-second-commercials-elevator-speeches/): Introduce yourself by the problems you solve, not platitudes about your company, and test for pain to spot real prospects fast. - [Your Ideal Prospect](https://www.salescoach.com/blog/your-ideal-prospect/): Prospecting is a discarding activity. Define your ideal prospect by company, pains, mindset, and budget so you and your referral sources… - [Debriefing Your Sales Calls](https://www.salescoach.com/blog/debriefing-your-sales-calls/): Top salespeople debrief every call like a football team reviews game film. Here's a checklist of what to review to win the next opportunity. - [Making the Most of Your Time](https://www.salescoach.com/blog/making-the-most-of-your-time/): Wasted hours are wasted income. Spot your biggest time-wasters, work from written goals, and spend your day on high-payoff activities. - [Create the Atmosphere](https://www.salescoach.com/blog/create-the-atmosphere/): Create an atmosphere where prospects feel safe sharing their pain, instead of using aggressive tactics that destroy rapport and kill sales. - [The Prospect’s First Test](https://www.salescoach.com/blog/the-prospects-first-test/): Not every prospect is worth your time. Five quick qualifying questions flag the bad ones early so you can disengage and invest where it a… - [Show Me the Money](https://www.salescoach.com/blog/show-me-the-money/): Money gets discussed superficially because of fear and self-limiting beliefs. Set a trap so budget becomes part of the conversation befor… - [The Qualification Trifecta](https://www.salescoach.com/blog/the-qualification-trifecta/): Prospects buy to fix pain, ease fear, or satisfy interest, and they spend the most on pain. Qualify which one you're facing before you in… - [Rather Make a Friend Than Make a Sale?](https://www.salescoach.com/blog/rather-make-a-friend-than-make-a-sale/): The need for approval - wanting to be liked more than wanting to close - quietly kills sales. Here's how to spot it and ask the tough que… - [Column Filler](https://www.salescoach.com/blog/column-filler/): When you suspect you're just column filler padding a competitor's bid, say so and ask whether you have a chance before wasting hours on u… ### Handling Objections (https://www.salescoach.com/blog/topic/objections/) - [“Send Me Some Information”](https://www.salescoach.com/blog/send-me-some-information/): Send me some information is usually a polite brush-off, not real interest. Use Reward & Refocus, Easy Exit, Colombo, or Let's Pretend to… - [“I Need To Get Some Other Quotes”](https://www.salescoach.com/blog/i-need-to-get-some-other-quotes/): When a prospect wants other quotes, don't cave on price. Three tactics, Reward & Refocus, Sense It & Say It, and Easy Exit, handle this s… - [“Your Price Is Too High”](https://www.salescoach.com/blog/your-price-is-too-high/): Price objections are often smoke screens. Confirm price is the real issue first, then find out how far apart you are before you give ground. - [“I’m Happy…Why Should I Change?”](https://www.salescoach.com/blog/im-happywhy-should-i-change/): When a prospect says they're happy with their supplier, don't pitch. Try 'Maybe you shouldn't change', a pattern interrupt that takes the… - [“Sorry, My Boss Has To Approve This”](https://www.salescoach.com/blog/sorry-my-boss-has-to-approve-this/): When a prospect says the boss has to approve it, fight for access to the decision maker first, then use tactics like Reward & Refocus and… - [“I Need To Think It Over”](https://www.salescoach.com/blog/i-need-to-think-it-over/): 'I need to think it over' is often a slow no. Make it safe for the prospect to say no, and use a Closing Plan to avoid the stall altogether. - [Traditional Closes & Trial Closing](https://www.salescoach.com/blog/traditional-closes-and-trial-closing/): Presumptive, alternative-choice, and trial closes still work in transactional sales, and here's how to use each without pressuring the pr… - [Maintaining Your Price](https://www.salescoach.com/blog/maintaining-your-price/): Price objections come with the territory. Stop signaling you'll cave, find more pain, and reframe the talk from price to value to hold yo… - [Handling Objections](https://www.salescoach.com/blog/handling-objections/): Objections aren't really your best friend, but they reveal a prospect's interest and concerns. A simple process for handling them builds… - [Clearing the Objection Minefield](https://www.salescoach.com/blog/clearing-the-objection-minefield/): Don't ignore the landmines. Surface likely objections like price or decision-maker access early with a 'my biggest concern' question befo… - [Eliminating Pressure](https://www.salescoach.com/blog/eliminating-pressure/): The 'going negative' technique removes the pressure to buy by giving the prospect an easy exit, so they open up and move the sale forward. ### Closing & Decisions (https://www.salescoach.com/blog/topic/closing/) - [“Can We See a Demo?”](https://www.salescoach.com/blog/can-we-see-a-demo/): A demo request doesn't mean a qualified prospect. Qualify pain, budget, and decision process first, and ask three questions first so the… - [“I Need To Think It Over”](https://www.salescoach.com/blog/i-need-to-think-it-over/): 'I need to think it over' is often a slow no. Make it safe for the prospect to say no, and use a Closing Plan to avoid the stall altogether. - [Dealing with Competition](https://www.salescoach.com/blog/dealing-with-competition/): You won the deal, but a beaten competitor may retaliate on price. Here's how to lock in the commitment before retaliation costs you the s… - [Handling Buyer’s Remorse](https://www.salescoach.com/blog/handling-buyers-remorse/): A sale can fall apart after it's made when the buyer gets cold feet. Check for buyer's remorse before you leave the meeting and eliminate… - [Traditional Closes & Trial Closing](https://www.salescoach.com/blog/traditional-closes-and-trial-closing/): Presumptive, alternative-choice, and trial closes still work in transactional sales, and here's how to use each without pressuring the pr… - [Presenting Your Solutions](https://www.salescoach.com/blog/presenting-your-solutions/): Don't present until you've finished qualifying. Understand the prospect's pains, budget, and decision process first, then test for progre… - [Closing Plans](https://www.salescoach.com/blog/closing-plans/): A closing plan sets up a clear yes-or-no decision before you present. Test the prospect's readiness and get everyone with a stake in the… - [Improving Your Closing Average](https://www.salescoach.com/blog/improving-your-closing-average/): Most forecasted sales never close. Improve your closing average with better qualifying, and rate every prospect honestly before you write… - [Don't Get Stuck in the Middle](https://www.salescoach.com/blog/dont-get-stuck-in-the-middle/): Salespeople settle for vague optimism instead of a real commitment. Learn what a genuine commitment sounds like and how to ask for it. ### Negotiating & Price (https://www.salescoach.com/blog/topic/negotiating/) - [“I Need To Get Some Other Quotes”](https://www.salescoach.com/blog/i-need-to-get-some-other-quotes/): When a prospect wants other quotes, don't cave on price. Three tactics, Reward & Refocus, Sense It & Say It, and Easy Exit, handle this s… - [“Your Price Is Too High”](https://www.salescoach.com/blog/your-price-is-too-high/): Price objections are often smoke screens. Confirm price is the real issue first, then find out how far apart you are before you give ground. - [Winning Negotiating Tactics](https://www.salescoach.com/blog/winning-negotiating-tactics/): Win-win negotiating starts with the right mindset and solid prep: ask questions, never concede without a trade, and stay ready to walk away. - [Common Negotiating Mistakes](https://www.salescoach.com/blog/common-negotiating-mistakes/): Salespeople negotiate badly when they want the deal too much. Avoid getting emotional, conceding too fast, talking too much, and missing… - [Maintaining Your Price](https://www.salescoach.com/blog/maintaining-your-price/): Price objections come with the territory. Stop signaling you'll cave, find more pain, and reframe the talk from price to value to hold yo… - [Discussing Money](https://www.salescoach.com/blog/discussing-money/): Money is part of the qualifying puzzle. Use these questions to uncover budget and the cost of the pain before you present your solution. - [Show Me the Money](https://www.salescoach.com/blog/show-me-the-money/): Money gets discussed superficially because of fear and self-limiting beliefs. Set a trap so budget becomes part of the conversation befor… ### Trust & Rapport (https://www.salescoach.com/blog/topic/trust/) - [If You Sense It, Say It (Nicely)](https://www.salescoach.com/blog/if-you-sense-it-say-it-nicely/): Prospects drop clues about roadblocks. If you sense something is wrong, say it nicely, and use the Colombo approach to get a confused pro… - [Keeping Customers Satisfied](https://www.salescoach.com/blog/keeping-customers-satisfied/): Winning business is hard; keeping it gets taken for granted. Customers leave when they don't feel appreciated, so exceed expectations to… - [Handling Objections](https://www.salescoach.com/blog/handling-objections/): Objections aren't really your best friend, but they reveal a prospect's interest and concerns. A simple process for handling them builds… - [Questions – The Salesperson’s Best Friend](https://www.salescoach.com/blog/questions-the-salespersons-best-friend/): Whoever asks the questions controls the sales interview. Learn the four types - closed, open, encouraging, and leading - and when to use… - [Selling Has Changed. Have You?](https://www.salescoach.com/blog/selling-has-changed-have-you/): Selling has shifted from quick transactions to complex, relationship-based sales. Trust matters and buyers want problem solvers, not prod… - [Making a Great First Impression](https://www.salescoach.com/blog/making-a-great-first-impression/): Prospects size you up in the first few seconds. Dress right, show up early, match their handshake, and open with a plan to make those sec… - [Controlling the Sales Process](https://www.salescoach.com/blog/controlling-the-sales-process/): The Meeting Agreement is a simple tactic to take control of the sales process, build trust, and end the dreaded 'I need to think it over.' - [The Trust Formula](https://www.salescoach.com/blog/the-trust-formula/): Trust in sales is rapport plus reputation plus reliability, minus self-interest. Push too hard for the sale and you can wipe out all your… - [Matching & Mirroring](https://www.salescoach.com/blog/matching-and-mirroring/): People do business with people like themselves. Subtly match a prospect's words, tone, and body language to build comfort and rapport. - [Selling To Drivers (D)](https://www.salescoach.com/blog/selling-to-drivers-d/): Drivers want control, results, and speed. Set a clear agenda, skip the chitchat, talk big-picture outcomes, and let them decide quickly. - [Poor Listening Habits](https://www.salescoach.com/blog/poor-listening-habits/): Bad listening habits quietly cost you trust and rapport. Talk less, listen more, and follow the 70/30 rule on every sales call. - [Active Listening](https://www.salescoach.com/blog/active-listening/): Active listening is how you earn trust. Listen with the intent to understand, not respond, and prospects will share their real concerns. - [Common Mistakes That Destroy Trust](https://www.salescoach.com/blog/common-mistakes-that-destroy-trust/): Sales resistance isn't natural; it's caused by you. Avoid rapport-killers like talking too much, pushing past 'no,' and presenting before… - [Networking](https://www.salescoach.com/blog/networking/): Networking pays off when you work it right. Get involved, ready your elevator speech, ask the right questions, and focus on helping other… - [Working with Gatekeepers](https://www.salescoach.com/blog/working-with-gatekeepers/): Stop trying to beat the gatekeeper and start working with them: use their name, respect their role, and have a sharp answer ready for 'Wh… - [Do Your Beliefs Support Your Sales Mission?](https://www.salescoach.com/blog/do-your-beliefs-support-your-sales-mission/): Your beliefs drive your behaviors, and your behaviors drive your results. See how negative beliefs sabotage trust and cost you sales. - [Create the Atmosphere](https://www.salescoach.com/blog/create-the-atmosphere/): Create an atmosphere where prospects feel safe sharing their pain, instead of using aggressive tactics that destroy rapport and kill sales. ### Questions & Listening (https://www.salescoach.com/blog/topic/questioning/) - [If You Sense It, Say It (Nicely)](https://www.salescoach.com/blog/if-you-sense-it-say-it-nicely/): Prospects drop clues about roadblocks. If you sense something is wrong, say it nicely, and use the Colombo approach to get a confused pro… - [Questions – The Salesperson’s Best Friend](https://www.salescoach.com/blog/questions-the-salespersons-best-friend/): Whoever asks the questions controls the sales interview. Learn the four types - closed, open, encouraging, and leading - and when to use… - [Controlling the Sales Interview](https://www.salescoach.com/blog/controlling-the-sales-interview/): Whoever asks the questions controls the call. Use rewarding and refocusing to answer a question with your own and keep the prospect talki… - [The Pain Conversation](https://www.salescoach.com/blog/the-pain-conversation/): The best investigators are the best closers. Use a sequence of pain questions to take a prospect from the big picture to the emotional co… - [Pain Symptoms](https://www.salescoach.com/blog/pain-symptoms/): A pain symptom is just the tip of the iceberg. Use open questions to surface a prospect's real issues, and make it safe for them to say no. - [The Qualified Prospect](https://www.salescoach.com/blog/the-qualified-prospect/): A prospect has pain, resources, and authority - a suspect just looks the part. The only way to tell them apart is to ask questions, not a… - [Poor Listening Habits](https://www.salescoach.com/blog/poor-listening-habits/): Bad listening habits quietly cost you trust and rapport. Talk less, listen more, and follow the 70/30 rule on every sales call. - [Active Listening](https://www.salescoach.com/blog/active-listening/): Active listening is how you earn trust. Listen with the intent to understand, not respond, and prospects will share their real concerns. - [The Babble about “The Best”](https://www.salescoach.com/blog/the-babble-about-the-best/): Claiming you have 'the best' makes prospects skeptical. Get them to reveal their challenges with questions before you make any claims abo… - [Don't Get Stuck in the Middle](https://www.salescoach.com/blog/dont-get-stuck-in-the-middle/): Salespeople settle for vague optimism instead of a real commitment. Learn what a genuine commitment sounds like and how to ask for it. ### Sales Mindset (https://www.salescoach.com/blog/topic/mindset/) - [The Rules](https://www.salescoach.com/blog/the-rules/): Twenty rules for selling on your terms: act like a salesperson and you'll be treated like one, diagnose before you prescribe, and let tru… - [Your Recipe for Prospecting Success](https://www.salescoach.com/blog/your-recipe-for-prospecting-success/): Stop chasing results you can't control. Build a prospecting recipe around the one thing you can: the number of attempts you make each day. - [Pre-Call Preparation](https://www.salescoach.com/blog/pre-call-preparation/): Proper preparation builds confidence and beats the competition. Research, set objectives, anticipate roadblocks, and rehearse before ever… - [Rejecting Rejection](https://www.salescoach.com/blog/rejecting-rejection/): How you choose to perceive rejection decides how you handle it. Control your activity, not the outcome, and every no moves you closer to… - [Emotions & Their Role in Selling](https://www.salescoach.com/blog/emotions-and-their-role-in-selling/): People buy emotionally and decide logically. Eric Berne's ego states (Parent, Adult, Child) show how to guide a prospect through the sale. - [Do Your Beliefs Support Your Sales Mission?](https://www.salescoach.com/blog/do-your-beliefs-support-your-sales-mission/): Your beliefs drive your behaviors, and your behaviors drive your results. See how negative beliefs sabotage trust and cost you sales. - [You’re a 10! Now Sell Like One!](https://www.salescoach.com/blog/youre-a-10-now-sell-like-one/): How you feel about yourself drives how you sell. Break out of your comfort zone by accepting that you're already a 10, then build the sel… - [Making the Most of Your Time](https://www.salescoach.com/blog/making-the-most-of-your-time/): Wasted hours are wasted income. Spot your biggest time-wasters, work from written goals, and spend your day on high-payoff activities. - [Planning: Achieving Goals Step-By-Step](https://www.salescoach.com/blog/planning-achieving-goals-step-by-step/): A goal without a plan stays a wish. Break each SMART goal into clear, small steps a stranger could follow, and the goal starts to feel easy. - [Goal Setting & Achieving](https://www.salescoach.com/blog/goal-setting-and-achieving/): Goals are dreams with a timetable. Set SMART goals that are specific, measurable, achievable, relevant, and time specific, then put them… - [Overcoming Self-Limiting Beliefs](https://www.salescoach.com/blog/overcoming-self-limiting-beliefs/): Head trash quietly caps your sales results. Spot the self-limiting beliefs holding you back and replace them with affirmations that suppo… - [The Four Principles of Sales Success](https://www.salescoach.com/blog/the-four-principles-of-sales-success/): Sales success comes down to KASH: Knowledge, Attitude, Skills, and Habits. Master all four to go from breaking into sales to becoming a t… - [Instant Success?](https://www.salescoach.com/blog/instant-success/): There is no instant success in selling. Achieving excellence is an ongoing process: set goals, pursue knowledge, get a coach, and keep pr… - [Come To the Edge… And FLY!](https://www.salescoach.com/blog/come-to-the-edge-and-fly/): Real success starts at the edge of your comfort zone. Growth takes stretch, discomfort, and vision, so don't let a limited view of realit… - [Singing the Santa Claus Blues](https://www.salescoach.com/blog/singing-the-santa-claus-blues/): The holiday slowdown is mostly head trash. Keep prospecting while competitors quit, and use the slow time to set goals and plant seeds fo… - [Rather Make a Friend Than Make a Sale?](https://www.salescoach.com/blog/rather-make-a-friend-than-make-a-sale/): The need for approval - wanting to be liked more than wanting to close - quietly kills sales. Here's how to spot it and ask the tough que… - [Networking… An Opportunity or a Waste of Time?](https://www.salescoach.com/blog/networking-an-opportunity-or-a-waste-of-time/): Leaving events with no leads? Stop selling yourself and focus on the other person. Look for someone you can refer, and the help comes bac… ### Buyer Psychology (https://www.salescoach.com/blog/topic/buyer-psychology/) - [Common Negotiating Mistakes](https://www.salescoach.com/blog/common-negotiating-mistakes/): Salespeople negotiate badly when they want the deal too much. Avoid getting emotional, conceding too fast, talking too much, and missing… - [Eliminating Pressure](https://www.salescoach.com/blog/eliminating-pressure/): The 'going negative' technique removes the pressure to buy by giving the prospect an easy exit, so they open up and move the sale forward. - [Pain Symptoms](https://www.salescoach.com/blog/pain-symptoms/): A pain symptom is just the tip of the iceberg. Use open questions to surface a prospect's real issues, and make it safe for them to say no. - [What Motivates Your Prospect to Buy?](https://www.salescoach.com/blog/what-motivates-your-prospect-to-buy/): Buyers act to resolve pain, achieve gain, or avoid fear. No personal, important-enough motivation means no real prospect. - [Making a Great First Impression](https://www.salescoach.com/blog/making-a-great-first-impression/): Prospects size you up in the first few seconds. Dress right, show up early, match their handshake, and open with a plan to make those sec… - [The Trust Formula](https://www.salescoach.com/blog/the-trust-formula/): Trust in sales is rapport plus reputation plus reliability, minus self-interest. Push too hard for the sale and you can wipe out all your… - [Matching & Mirroring](https://www.salescoach.com/blog/matching-and-mirroring/): People do business with people like themselves. Subtly match a prospect's words, tone, and body language to build comfort and rapport. - [Selling To Controllers (C)](https://www.salescoach.com/blog/selling-to-controllers-c/): Controllers are disciplined, detail-driven, and skeptical. Give them facts, proof, and time - never push for a quick decision or act like… - [Selling To Steady Relaters (S)](https://www.salescoach.com/blog/selling-to-steady-relaters-s/): Steady Relaters are warm, reserved team players who value trust and stability. Move slowly, offer proof, and earn little agreements to ea… - [Selling To Influencers (I)](https://www.salescoach.com/blog/selling-to-influencers-i/): Influencers are animated, friendly, and relationship-first but poor listeners. Build rapport, talk recognition and vision, and keep it fu… - [Selling To Drivers (D)](https://www.salescoach.com/blog/selling-to-drivers-d/): Drivers want control, results, and speed. Set a clear agenda, skip the chitchat, talk big-picture outcomes, and let them decide quickly. - [Common Mistakes That Destroy Trust](https://www.salescoach.com/blog/common-mistakes-that-destroy-trust/): Sales resistance isn't natural; it's caused by you. Avoid rapport-killers like talking too much, pushing past 'no,' and presenting before… - [The Buyer’s Trap](https://www.salescoach.com/blog/the-buyers-trap/): The buyer leads the dance and wins 85% of the time. Spot the signs you're stuck in the buyer's trap and take back control with a real sal… - [Features & Benefits](https://www.salescoach.com/blog/features-and-benefits/): Features and benefits selling makes you look like a commodity in a complex sale. Uncover the prospect's pain instead of pitching F&B. - [Emotions & Their Role in Selling](https://www.salescoach.com/blog/emotions-and-their-role-in-selling/): People buy emotionally and decide logically. Eric Berne's ego states (Parent, Adult, Child) show how to guide a prospect through the sale. - [The Qualification Trifecta](https://www.salescoach.com/blog/the-qualification-trifecta/): Prospects buy to fix pain, ease fear, or satisfy interest, and they spend the most on pain. Qualify which one you're facing before you in… ### Beating the Competition (https://www.salescoach.com/blog/topic/competition/) - [Eliminate Your Competition Early](https://www.salescoach.com/blog/eliminate-your-competition-early/): Change is hard and inertia kills deals. Surface your prospect's pain early and challenge them politely so 'we'll stay put' doesn't sink t… - [Break the Rules & Win More Bids](https://www.salescoach.com/blog/break-the-rules-and-win-more-bids/): RFP buyers control the process. Qualify hard before responding, then use re-direct or time trade-off tactics to win on margin, not low pr… - [“I’m Happy…Why Should I Change?”](https://www.salescoach.com/blog/im-happywhy-should-i-change/): When a prospect says they're happy with their supplier, don't pitch. Try 'Maybe you shouldn't change', a pattern interrupt that takes the… - [Dealing with Competition](https://www.salescoach.com/blog/dealing-with-competition/): You won the deal, but a beaten competitor may retaliate on price. Here's how to lock in the commitment before retaliation costs you the s… - [The Babble about “The Best”](https://www.salescoach.com/blog/the-babble-about-the-best/): Claiming you have 'the best' makes prospects skeptical. Get them to reveal their challenges with questions before you make any claims abo… - [Column Filler](https://www.salescoach.com/blog/column-filler/): When you suspect you're just column filler padding a competitor's bid, say so and ask whether you have a chance before wasting hours on u… ### The Sales Process (https://www.salescoach.com/blog/topic/sales-process/) - [The Rules](https://www.salescoach.com/blog/the-rules/): Twenty rules for selling on your terms: act like a salesperson and you'll be treated like one, diagnose before you prescribe, and let tru… - [“Sorry, My Boss Has To Approve This”](https://www.salescoach.com/blog/sorry-my-boss-has-to-approve-this/): When a prospect says the boss has to approve it, fight for access to the decision maker first, then use tactics like Reward & Refocus and… - [Closing Plans](https://www.salescoach.com/blog/closing-plans/): A closing plan sets up a clear yes-or-no decision before you present. Test the prospect's readiness and get everyone with a stake in the… - [Understanding the Decision Process](https://www.salescoach.com/blog/understanding-the-decision-process/): After qualifying for pain and money, map the prospect's decision process: the players, timetable, criteria, and roadblocks before you pro… - [Selling Has Changed. Have You?](https://www.salescoach.com/blog/selling-has-changed-have-you/): Selling has shifted from quick transactions to complex, relationship-based sales. Trust matters and buyers want problem solvers, not prod… - [Common Sense Selling® Overview](https://www.salescoach.com/blog/common-sense-selling-overview/): Common Sense Selling swaps feature-and-benefit pitching for a process: open with agreement, investigate pain, set a closing plan, then pr… - [Controlling the Sales Process](https://www.salescoach.com/blog/controlling-the-sales-process/): The Meeting Agreement is a simple tactic to take control of the sales process, build trust, and end the dreaded 'I need to think it over.' - [The Buyer’s Trap](https://www.salescoach.com/blog/the-buyers-trap/): The buyer leads the dance and wins 85% of the time. Spot the signs you're stuck in the buyer's trap and take back control with a real sal… - [Features & Benefits](https://www.salescoach.com/blog/features-and-benefits/): Features and benefits selling makes you look like a commodity in a complex sale. Uncover the prospect's pain instead of pitching F&B. - [Marketing v. Selling](https://www.salescoach.com/blog/marketing-v-selling/): Most reps quit after three touches, but prospects need seven to fifteen. When selling stalls, switch to marketing and build credibility o… - [Debriefing Your Sales Calls](https://www.salescoach.com/blog/debriefing-your-sales-calls/): Top salespeople debrief every call like a football team reviews game film. Here's a checklist of what to review to win the next opportunity. - [Pre-Call Preparation](https://www.salescoach.com/blog/pre-call-preparation/): Proper preparation builds confidence and beats the competition. Research, set objectives, anticipate roadblocks, and rehearse before ever… - [The Four Principles of Sales Success](https://www.salescoach.com/blog/the-four-principles-of-sales-success/): Sales success comes down to KASH: Knowledge, Attitude, Skills, and Habits. Master all four to go from breaking into sales to becoming a t… ### Keeping Customers (https://www.salescoach.com/blog/topic/customer-success/) - [Keeping Customers Satisfied](https://www.salescoach.com/blog/keeping-customers-satisfied/): Winning business is hard; keeping it gets taken for granted. Customers leave when they don't feel appreciated, so exceed expectations to… - [Handling Buyer’s Remorse](https://www.salescoach.com/blog/handling-buyers-remorse/): A sale can fall apart after it's made when the buyer gets cold feet. Check for buyer's remorse before you leave the meeting and eliminate… - [Referral Prospecting](https://www.salescoach.com/blog/referral-prospecting/): Referrals are the best way to grow sales and cut your dependence on cold calls. Most salespeople don't get enough simply because they nev… ## Frequently asked questions - **Will this work with modern selling?** Yes. Modern buyers are more informed, more skeptical, and less patient with generic pitches. Common Sense Selling works because it starts with diagnosis, qualification, trust, and clear next steps before a solution is presented. - **My business is different. Will this still apply?** The examples change, but the sales problems are familiar: weak qualification, unclear authority, price pressure, stalled proposals, and vague follow-up. The process gives your team a way to adapt the questions to your market instead of memorizing a script. - **My salespeople are different. Can one process fit everyone?** The goal is not to turn every rep into the same personality. The goal is to give every rep the same discipline: set expectations, uncover the real problem, qualify the opportunity, and earn a clear decision path. - **My customers are different. What if they do not respond to sales training tactics?** That is exactly why the method avoids pressure tactics. It helps reps ask better questions, listen earlier, and connect the solution to the customer's stated problem instead of assuming what matters. - **How does this work in an email-centric world?** Email works best when it supports a clear sales process. SalesCoach helps reps write emails that earn the next conversation, confirm meeting agreements, summarize pain, and avoid sending proposals before the opportunity is qualified. - **How does this work in an AI-centric world?** AI can help with research, call planning, follow-up drafts, and role-play practice. It does not replace judgment. Common Sense Selling gives reps the structure to decide what to ask, what to verify, and when the deal is real. - **Does this work remotely?** Yes. Remote selling makes structure more important, not less. Reps need better opening agreements, cleaner agendas, sharper questions, and more explicit next steps because informal room cues are weaker. - **Does this work during Zoom calls?** Yes. The same process applies: set the agenda, create comfort, diagnose the problem, qualify the decision path, and agree on what happens next. The format changes, but the buyer still needs trust and clarity. - **What if we already have a CRM or sales process?** SalesCoach does not have to replace your CRM. It gives reps and managers a practical language for the conversations behind the fields: pain, resources, authority, decision process, next steps, and proposal readiness. - **How much time does the training take?** The launch path is built around six focused modules, then reinforced through weekly practice. The point is steady application, not a one-time information dump. - **Is this for experienced reps or newer reps?** Both. Newer reps get a usable sales foundation. Experienced reps get a way to remove bad habits, qualify harder, protect margin, and make their process easier for managers to coach. - **What if the training does not deliver value?** Use the lessons, tools, and reinforcement against real opportunities. If the training does not deliver practical value, ask for a complete refund. ## Feeds & resources - [RSS feed](https://www.salescoach.com/rss.xml): all articles, full content. - [Sitemap](https://www.salescoach.com/sitemap.xml): all indexable URLs. - Each article is also available as Markdown by appending `.md` to its URL.