In October 2013 I attended my first sales training seminar. One of the first things that we were told, and which is a recurring theme throughout all sales training programs, is that that when we are engaging with a prospect, one of the first things that we need to do as sales people, is that we need to identify who is the “decision-maker”. When asked “Why?” the obvious answer was that “It’s saving you the time to repeat everything twice”, which makes perfect sense. … More Sales Coaching: Once you do this, they can no longer walk away…