SELLINGSKILLS to say you are wrong? Keep an eye on results, but different strokes for different folks. • Loosen up. The goal of sales training and leadership should be to keep the sales person's mind continually “bathed” in the idea of selling. The more ideas you can give your sales people, the better. The more time they spend thinking about selling, the better they will become at selling. • Combine, mix, and blend. Do you remember SPIN Selling? Integrity selling? Consultative selling? All of those models had merit. They still do have merit. Help your salespeople to combine, blend, and mix. Then stand back and watch them sell. I Scott Moldenhauer is president of Persuasion Consultants. You can learn more at www.GreatMedicalReps.com or email him at scott@persuasionconsultants.com. 34 FOCUS | WINTER 2013 | www.spbt.orghttp://www.GreatMedicalReps.com http://cldinc.com http://cldinc.com http://www.spbt.org