Get S.E.T*
* Sales Expertise and Teaching

Struggling to hit your company's sales targets? You're not alone. B2B sales coaching shouldn't mean another forgettable group workshop. Our sales tutoring is built for small business teams that need real results - private, one-on-one, and tailored to each person.

One-on-one sales tutoring builds confidence and consistency with sales people, which results in increased sales and revenues. It also puts a focus on up-front customer service.

Our approach is solutions based. This means our service is designed to help salespeople work through specific problems and obstacles regardless of their level of experience.

Our purpose with our 'students' is to reinforce the value of relational selling vs. transactional selling. We focus on the value of long-term and loyal relationships, repeat business and referrals. This way of thinking means your sales people will understand the importance of asking the right questions, understanding their client's business and then how to tailor a specific solution.They will also learn that they are not just responsible for transactions but also for customer engagement and retention.This is very different from the transactional buy-now style where success is measured by volume and speed.

If your day-to-day demands of running your business prevents you from helping your sales team to increase sales, then send a quick message to murray@livingisselling.com and ask for a complimentary session for one of your sales people.

Is this sales coaching right for your small business team?

If you own or manage a small B2B with up to five sales people, at any experience level, this service is for you. You'll know it's a fit if you recognize that:

• Sales targets are being missed despite real opportunity.
• Sales people rely on instinct instead of a planned and meaningful sales approach.
• Coaching only happens when something goes wrong.

Sales tutoring is not for enterprise sales teams or retail stores.

What Makes Sales Tutoring Different? It Starts With Relational Selling.

Sales tutoring is not an applause seeking one and done sales training workshop.

Traditional sales training often treats everyone the same; the same topics, the same pace and the same delivery. It is built around rigid agendas and delivered to the average not an individual. This environment is often uncomfortable for honest questions and open discussions.

The challenges of group training sessions are:

• a structured format that does not recognize the difference between high and low performers
• a group think event with solutions for all
• taken over by the Type A's in the room
• held in a space where people do not speak up out of fear of "looking stupid"
• expensive due to the costs of the meeting space, meals, materials, workbooks and fees
• inefficient because all sales people are off the street at the same time
• based on transactional selling methods
• short on any follow up from the trainer

Sales tutoring is one-on-one, practical and adaptive. Each sales person is taught based on their real challenges and current sales experience. Tutoring meets each person where they are and helps them understand what to do based on their role and personality.

A key advantage of our one-on-one sessions is we are able to identify a sales person's habits, both in customer facing and in-office situations. We encourage good habits and work with each person to change the bad ones.

The benefits of individual tutoring sessions are:

• individual 45 minute long and delivered anywhere by phone or video
• focused and one-on-one with no distractions
• solutions based and tailored to a salespersons specific challenges
• respectful of privacy and confidentiality
• private so salespeople can say anything without embarrassment or fear
• based on relational selling methods
• welcome to reach out to me long after the sessions have ended

What sales performance improvement looks like for your business

• Increased sales with new and existing customers
• Higher and more predictable revenues
• More confident and capable salespeople
• Reduced turnover due to better morale
• We offload the focus on sales giving owners and managers more time to work on other demanding operations

What your sales team gains from one-on-one coaching

• Increased confidence in meeting their sales targets
• New and creative ways of overcoming issues and obstacles
• Better time management
• Strengthened strategic decision-making capabilities
• Enhanced competitive positioning
• Improved personal and professional relationships
• Improved collaboration with team members, management and clients
• Deeper focus and motivation with a strong growth mindset
• Increased empathy for others
• Clear understanding of the value of servicing and up-selling existing customers

If at this point you have some specific questions, then please send me a quick message at murray@livingisselling.com and I would be happy to schedule a time to talk about your team's challenges and how to Get S.E.T. for change.

A real testimonial from a real person:

"Working with Murray through Living is Selling has been eye opening. His approach feels nothing like traditional sales coaching and that is exactly what makes it so effective. He helps you see how sales shows up in everyday moments and teaches the core skills in a way that feels real, practical and easy to apply. Every session leaves me with a new insight and a clearer sense of how to communicate with confidence. Murray has a rare ability to pull ideas out of you that you did not even realize were there. He listens in a way that makes you think deeper about your own strengths and somehow brings clarity to thoughts you have never fully formed. He guides you without ever forcing anything, and by the time you walk out of a session you feel like you discovered something important on your own."

Rylan Bettens

Why I built a better approach to B2B sales coaching

I'm sure my traditional sales training experience is similar to many others.

I was fortunate to have worked for great companies that invested in sales training. While there are always a few good takeaways, the format rarely fit the people in the room. Group sessions have rigid agendas presented on whiteboards by trainers following a set list of the usual topics. This delivery often left the participants disengaged.

I have seen talented and successful salespeople shrink in those settings. If you ever wanted to see a group of extroverts get quiet, watch them squirm when the instructor says "Let's role play."

When the training session ended, the fancy binder was never opened again, and soon we all reverted to our old habits. This is key! Not once, in any group session did the presenter ever talk about being aware of our daily habits, good or bad. Without identifying them it's impossible to expect change to happen.

Another key ingredient to sales success that was never given any discussion in group training was the value of servicing existing customers. Why? Because the focus was always on the process of getting new customers. What about the customers we already had? It has been widely proven that there is less effort and cost to spend time growing our existing customer base. It never made any sense to me why we gave incentives to new customers when the one's that deserved 'special treatment' were the one's who trusted us already!

The better way became Sales Tutoring.

Please visit the About page on our site for some background about my sales experience. To provide some immediate insights to support my qualifications, I spent over 3 decades as a commissioned sales person in radio, TV, newspaper, online/digital and Out of Home sales. Including the last 5 years of owning my own sales and marketing agency I have sold millions of dollars in advertising to local and national retail stores as well as all levels of government, non-profits and charities. This was and is a very competitive industry requiring nimble and creative skills to be successful.

Our process

Once our agreement is in place, we will meet with the owners and managers to discuss where you are now vs. where you want to be with your sales. We will also discuss measurement metrics, the sales cycle for your products or services, seasonal implications, target markets, current marketing and advertising materials, website review and sales communications.

The tutoring schedule will be established for each salesperson, consisting of one session per week. We recommend and initial 90 day period to assess progress and impact.

We prefer to conduct each session by phone. This way the calls can be scheduled any time during business hours from any location across Canada. And, yes, when necessary we will book calls on Saturdays.

These private and candid conversations are focused on challenges and growth. If common operational issues emerge, we will share aggregated insights in the weekly reports.This structure enables management to address broader issues without breaching confidentiality.

Our sessions with sales reps inevitably reveals information about the business such as, budgets/targets, pricing, customer lists, strategies/processes, business plans and other details that would be considered as not for public consumption. To protect our client's interests we will sign a Non-Disclosure Agreement (NDA) prior to starting our work with your sales reps.

Session content

The priority is to deal with each salesperson's difficulties and concerns. Helping them overcome these obstacles is paramount.

When not helping with their day to day challenges, each salesperson will be introduced to relevant sales related topics supported by discussion on when, where and how to implement these concepts. These are not quick-fix scripts. They are created to provide them with the right tool for the right task and relevant to the selling process such as networking, prospecting, negotiating, account servicing, collections, etc.

Currently there are 80+ guided topics in our library. Here are some examples:

• active listening
• habits
• creativity
• time blocking
• questioning
• existing customer value
• the psychology of influence
• mental razors
• demographic cohorts
• objections
• compounding
• truth telling
• decision making
• body language
• first impressions
• giving back
• sprinting
• what's in your toolbox
• walk away
• the 90 day rule
• start at the top
• ice breaking
• relationship bank.....and many more

Artificial Intelligence

Our entire service offering is home grown and based on decades of sales experience from our wins, losses and mistakes. What we do and how we do it is truly different. However, using the right AI tools absolutely saves and absolutely increases productivity. Our experience with it will be shared with our "student"sales people so they can learn and benefit from the technology. As one small example, knowing how to prompt AI for answers to specific questions is critical in getting the most out of the tools so we will share with your team a list of sales related prompts to help them in any step of the sales process. I would also be happy to demonstrate a customized prospecting tool I built using Claude, from Anthropic.

Affordable sales coaching fees: transparent, simple, no lock-in

Our fees are based on an a per session rate of $45.00 per sales person. The same rate applies to meetings with management and weekly reporting procedures which are only billed on an actual time spent basis not the flat hourly rate.

Let's take a look at the typical cost, using an example of 3 sales people:

• Cost per week: 3 sales people at 1 x 45 minute session per week = $135.00
• Cost per month: $540.00
• Total cost for the first 90 days: $1620 (not including any charges for management meetings and reporting)

To support the relational aspect of our business we know there will be times when a sales person runs into a situation where they feel they could use some advice. In these instances the sales person is welcome to call, with no scheduled appointment to get the help they need. There will be no charge of this extra help.

After the first 90 days , together, we will assess our progress. The business owner or manager has the option to not continue with the sales tutoring. If it is felt there is a need to continue we can maintain the same weekly schedule for each sales person or cut back to every other week.

There will be no penalty for canceling the service at any time.

We know we can help your sales people help you grow your business. If you're ready to Get S.E.T. our offer to show how we work, a complimentary session for one of your sales people is always available. Call me at 204-955-5745k or request the trial with a short message to murray@livingisselling.com

Sales management support

If your business has a dedicated sales manager, we would be happy to consult directly with that individual and not the sales team. Terms for that role would be determined at that time.

Ready to build a stronger sales team across Canada? Let's talk.

Get S.E.T. Now!

The foundation of selling is real conversation. Whether that's in person (always preferred), or by phone or a virtual meeting the opportunity to ask questions, get answers and formulate an opinion, nothing happens without a conversation. By nature we are not transactional so please know our first chat will be friendly and open with no expectations on our part. If you're curious, any and all questions are welcome. You can either send an email to murray@livingisselling.com or call me at 204-955-5745. I look forward to making the introduction!

Individual Sales People: private one-on-one sales training just for you

If you're a sales person wishing to improve your skills independent from your workplace, we would welcome the chance to speak with you. This non-corporate offer is for two private one-on-one 45 minute sessions where you can pay what you want based on what you feel the sessions were worth. If you do see value and benefits we will ask for your permission to post a testimonial and request a referral.