Guess-Free Selling: Four Building Blocks for Creating Effective Training Programs


A well trained, solid sales force is essential for the execution of any business plan. And that’s why it’s so important to carefully stack the building blocks of an effective development and sales training program. After all, the stronger and broader the foundation, the better the sales results. So what do you need to do to ensure your sales team will implement—and use—the knowledge you instill after they step out of the classroom?

Join author and sales training expert Scott Messer for a powerful hour of learning. Focusing on the four key building blocks of successful training—Trust, Outcomes, Solution, and Value—he’ll help you to create a sales training program that is top notch… and guess-free.

Participants Will Learn

  • Learn how to build rapport and to garner Trust and gain access to the participant’s world.
  • Discover how to uncover as much about the desired Outcome as possible to develop a solution.
  • Learn how to craft the right Solution to connect with the audience.
  • Determine how to estimate the Value achieved from the program.

Who Should Attend

  • Organization development professionals
  • Sales managers and team leaders
  • Trainers
  • Consultants


Scott Messer is an accomplished author and founder of Sales Evolution. Scott’s career as a business development professional and entrepreneur has spanned more than 25 years. He has built strategic alliances, co-founded start-ups, overseen mergers and acquisitions, and constructed new business units. Scott is the past President of Sales and Marketing Executives International (SMEI), Philadelphia Chapter, an organization dedicated to the promoting the professional standing of the sales vocation through education.

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