Tuesday Oct 03, 2023

77: David Doherty teaches sales

I enjoyed working for a few years with David Doherty with a multimedia publishing and events company in veterinary medicine.

My favorite part was, every couple months, I'd go break into his office, sit down and ask him about sales. I thought his philosophy was fascinating. I don't like sales, but if I had to think about sales, heart about sales, wrap my head around sales ... I enjoyed doing it with Doherty.

Today, Doherty is VP of Market Development with Coffman Group, a franchisee of the Sandler Training method. The Sandler book Doherty mentions is on my to-read list, because if he likes it, I want to read it.

ANYway, whether you hate sales and selling, or you're super interested in it, I guarantee this interview will pay off. There's both high-level thinking and in-the-trenches advice (just a skosh). My favorite part is, David was a killer salesperson, then led salespeople ... but he had to both reinvent himself and get back to basics with a new, shared vocabulary for sales when he wound up in his latest gig with Coffman. 

Everyone sells, even if you don't like to think about it (me). Why not come up with a better mindset around the work ... and consider small tactics that might tweak your selling for the better?

Further research:

  • David Sandler wrote a number of books, and Sandler Training has reworked them with new titles especially to take account of the changes in our life from the late 20th century (no internet) to now (internet everything). Because I like older books, I'll eventually read some version of Sandler's You Can't Teach a Kid to Ride a Bike at a Seminar. But if you're interested in more modern titles, there are a slew of "books and job-aids" offered here.
  • You can reach Doherty from Coffman Group's website here.

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