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Sales Coaching by Benedict

Sales Success with Clear Structures and with Heart

Karl Herndl

The starting point for this book was the author’s experience that much of what happens in sales happens randomly and incidentally. While searching for a proven structure he discovered the Rule of St Benedict, and transferred the content of these rules to sales. At first glance the undertaking seems a little ambitious, but it does succeed in delivering convincing results and practical benefits for the streamlining of sales processes. The central chapter of the book offers a sales structure which can be easily adapted for sales in all sectors.
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Chapter 2: My own pilgrimage


As a reward for good performance, my company sent me to a seminar with a well-known motivational trainer. From the seminar description it was evident that we would be occupied by the themes of self motivation and the motivation of colleagues for three days. The seminar was profound and completely lived up to my expectations. It was all about motivation that didn’t come from an outside source and died like a flash in the pan, but it was about getting yourself moving, looking for challenges and developing possibilities for coping with them.

Sometime during the second day, the topic of “decision-making” came up. We had to find challenges for ourselves, for which it would be worth making a special effort. Then we had to choose one of these challenges, describe it in detail and lay down how we wanted to confront it.

I can still remember other participants’ contributions exactly. One woman wanted to lose five kilos in half a year and described how she would go about it. One man had deliberated how, in order to surprise his wife, he could tile the cellar in his new house himself, before his holiday in August. And my idea was one that had been following me for years: I wanted to be a self-employed trainer and coach.

As I had a permanent job, earned good money and had two small children to provide for, it would have really been a big step for me. I...

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