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...as you read, "SIX Pages of Suggestions", but I think the right place to start would be to reply to:

I've talked 1:1 with thousands of salespeople. Randomly, at events, by introduction, targeted cold calls, literally thousands every year. Even before I coached salespeople, I talked with other salespeople. Sometimes it was a timing thing and we didn't find it until we bumped into each other sometime later, but most conversations were fruitless.

Cue the drum roll.

Most salespeople should not be in sales!

When they were growing up they wanted to be President, a doctor, a cowboy, a rock star, an athlete, but not many grow up dreaming, I'm gonna be the best salesperson in the world! (My own mother commented on my blog that I was the last of her sons that she ever thought would be in sales.)

They took science classes, history, language, physical education... sales 101? no. Handling objections? Not

They apply for a job and hear "All we've got is a sales job. Wanna try it?" Duh. OK.

I apologize. It's not all bad and a lot of it is just bad luck or bad timing.

I went to school to be an engineer. One of my fraternity brothers, two years ahead of me did too. He graduated. Got his degree and took a job at Burger King. A bad year for engineers. As luck would have it, I got a part time job selling kitchen cutlery to people in their homes. How did I get the job? I had a pulse. While I was there, I met my mentor and he took me under his wing and taught me how to sell and that's how my 5 decades started.

So, I was lucky. Yes, I read books. Yes, I listened to tapes. Yes, I went to sales training classes and seminars, but the most important thing that I learned is that most people don't belong in sales (even though they got hired) and that I should avoid talking to them. So, I have. Even today.

So, Elliott, in answer to your questions, I suggest that the Junto is for salespeople that don't blame the economy, their boss or company, marketing, the market or the customer for their shortcomings and they realize that if they don't get a deal that should have been gotten, or they can't give the people that they care about everything that they should, it's somewhere in their sales competencies and they can't get help if they're not hanging out with the right people.

OK?