For salespeople
Stop chasing weak deals and start qualifying like a professional.
Learn the Common Sense Selling process from Jim Dunn and John Schumann's books, distilled into online lessons for prospecting, building trust, uncovering pain, talking about money, reaching decision makers, and getting clearer next steps.
You know you need this if
Your pipeline is busy, but too many deals stall.
Common Sense Selling helps reps replace hope and follow-up with a clearer process for deciding who is worth pursuing and what has to happen next.
What you learn
The individual path follows the Sales Mastery curriculum.
- Inner gameBeliefs, rejection, goals, preparation, time, and daily selling habits.
- ProspectingCampaigns, ideal prospects, cold calls, gatekeepers, voicemail, referrals, and networking.
- Trust and rapportListening, behavior styles, first impressions, and sales process control.
- QualificationPain, money, decision process, decision-maker access, and better questions.
- Closing and tacticsObjections, price, negotiation, buyer's remorse, demos, quotes, and follow-up stalls.
Proof
Salespeople remember the method because they use it in real deals.
The strongest results come when reps stop treating training as information and start using a common process for prospecting, qualifying, proposing, and coaching.
This training has revolutionized my sales process.
Stacy McKibbinAction CoachI finally have a system that is just plain Common Sense.
Roy SlavinPhotoBadge.comClient-centric sales process and sales philosophy that is top class and highly effective.
Unconditional guarantee
Try the process in your own pipeline. Keep it only if it earns its place.
We are so confident your sales results will improve after taking SalesCoach that we give you a 100% satisfaction guarantee. Let us know within 30 days that you want a refund, and we will send it back with one click.
You will find value in the program and be able to put it to use immediately. After this training, you will have a process to help you close more business without discounting, get out of dead deals sooner, and sell with more confidence.
- Online by designNo need to block out days away from the field to learn the system.
- Reinforced for a yearThe method keeps showing up in weekly practice, assessments, and manager coaching.
- Built for applicationThe point is not course completion. It is better sales behavior in live opportunities.
Common objections
Questions buyers ask before they commit to sales training.
The answer is usually the same: the selling environment changes, but buyers still need trust, relevance, qualification, and clear next steps.
See all FAQsWill 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.
Jim Dunn & John Schumann
The guys behind the system.
SalesCoach is not anonymous courseware. It is the online home of the Common Sense Selling method built by Jim and John, the trainers and authors behind the books, tools, and lessons.
Founder, author, sales process architect
Jim Dunn
Jim founded Whetstone Group in 1992 and helped develop Common Sense Selling into a practical sales process used by thousands of salespeople and managers. His background includes national speaking, sales books, financial services, commercial banking, technology, commercial real estate, manufacturing, life sciences, and professional services.
International sales trainer and course leader
John Schumann
John brought decades of sales and marketing experience from national and international companies into the Common Sense Selling system. His training background spans complex selling, sales leadership, corporate teams, and the online SalesCoach curriculum.
Start training
Build a process you can use on your next sales call.
Start with the individual path if you need a practical way to prospect, qualify, and move opportunities forward without sounding like every other salesperson.