Attorneys, doctors, engineers and other professionals commit to formal training for several years in order to develop the requisite skills and obtain the tools necessary to succeed in their respective professions. Unfortunately, most business owners and many sales managers expect the sales professional to come ready-made and expect him or her to perform and succeed in the sales world with no formal training whatsoever. Typically when a candidate is hired he or she is provided with some product knowledge and suggestions on presentation-the sales candidate is then expected to turn out a winning performance.

Many believe that top sales people are just born that way! Do you know any lawyers or doctors who were just born that way-able to do their jobs competantly without any formal training whatsoever? In fact, all sales people enter the world of sales with their own set of self-limiting beliefs that impede sales success. They also come armed with their comfort zones-from this comfort zone they form a routine that consists of activities they are comfortable doing, discarding and deferring what they are uncomfortable doing. Quite often the activities that are discarded and deferred are vital components of sales success. Unless these self-limiting beliefs and comfort zone restrictions are brought to the surface and handled, the sales person shall continue to provide the same results.