Over the past few weeks, I’ve introduced several of the internationally recognized sales trainers available to the users of Sales Careers Online.  These men and women are offering their insight, experience, and skills free of charge to give Sales Careers Online users top notch tele-seminars and in-depth interviews on various subjects, to answer in detail your sales or sales management questions, and to address broader sales and management issues through their articles.  They are offering you at no charge a wealth of information and guidance they would normally charge hundreds or even thousands of dollars for.

One of these trainers is Frank Rumbauskas.  If you are in the financial services industry, you no doubt are aware of Frank and his work.  For others who aren’t, let me give you a little background on him.

Frank is the author of the New York Times best-selling book, Never Cold Call Again: Achieve Sales Greatness without Cold Calling, as well as his newest best-seller, Selling Sucks: How to Stop Selling and Get Prospects to Buy, both published by John Wiley and Sons.

Frank’s career has spanned the telecom and financial services industries.  He learned selling the hard way–by beating his head against the wall trying to learn and implement the “basics” that everyone told him he must master in order to become a top producer: cold calling, overcoming objections, the standard closing techniques, and the other “basics.”  Like the vast majority of salespeople, Frank floundered.  He discovered, as most salespeople do, that the “basics” don’t work. 

Yet, unlike most salespeople, he didn’t just throw up his hands and either get out of sales or settle for a mediocre career.  Instead, Frank sought the help and guidance of a top producer and studied everything he could about sales and selling.  To his delight, he found that there were sales trainers and thinkers that also recognized the futility of the “basics” and who had developed powerful strategies that really did work.  He became a diligent student.  More importantly, he implemented what he learned.

He shot to the top of his industry and became the top producer he had dreamt about being.  And Frank didn’t stop there.  He continued to study, and modified and perfected many of the strategies he had learned.

Eventually, he realized his knowledge and insight should be shared with other salespeople.  He opened his own training company and has become a top trainer in the science of Social Dynamics, the science of why people buy.

If you have questions or issues regarding understanding the how and why people decide to make the purchases they do, Frank is your man to ask.  If you want to learn the insights of Social Dynamics, he is the trainer to seek out.

You can find a number of resources and more background information on Frank and his services at www.frankrumbauskas.com.

If you have questions in any areas of sales or sales management, feel free to propose questions to our panel of training experts by simply filling out the Question Form.  One or more of these top trainers will answer your question in detail.