
Ironically, I've gone through a process similar to this before. When I first started training in the martial arts, I didn't go right into group class. First we had two or three private introductory lessons so that we at least knew roughly what a punch looked like and could approximate a front kick. This way, when we actually started group class, the instructor could fit us right in with the rest of the students, without having to bore our classmates with such rudimentary concepts.
Similarly, these intro classes with Sandler Sales Institute were designed to help us understand the basics of the Sandler sales process and give us a grounding in the vocabulary that we would be using with the rest of the group. I'll have to let you know if it works as well in sales training as it did in the martial arts.
So, what sorts of training have you participated in recently?
Thanks for the advice, Dave. I think that one of the things I have to remember is that my sales call is a success if either: 1) My prospect signs an agreement with me OR 2) I determine that there isn't a good fit between the two of us. I'm still stuck in the "If I lose the sale, I failed" mindset.
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