We use the term, Learning Frameworks, to describe a new set of guides that bridge the experience gap and shortcut twenty years of learning. The frameworks are simple enough to memorise yet offer access to the insight and judgement of veterans. No two sales situations are the same. The most successful sales people are those who adapt their approach to meet the needs of each sales opportunity. Having a framework helps sales people recognise the best approach. Using the frameworks in training accelerates comprehension and equips participants with effective thinking tools that focus planning and are accessible in the moment. Examples of Frameworks used in training and coaching

1. Learning Cycle
2. Value Cells
3. Approach Strategy
4. Decision Maker Focus
5. Planning Discipline
6. Meeting Tactics
7. Interpersonal Style
8. Is there an Opportunity
9. Can we Win
10. Will it be worthwhile
11. Right Issues
12. Right People
13. Decision Roles
14. Decision Styles
15. Relationship Standing
16. Value Proposition
17. Common Vision
18. Competitive Strategy
19. Alliance Strategy

An article titled 'Bridging the Sales Experience Gap' in the User Resources section, accessible to registered users, provides a detailed example. Registration is free and takes only a minute.