If you would like to assess how your sales approach aligns with today's buying environment, you can take the free Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com/

In this episode, Fred explores a frustration shared by many engineering and technical businesses:

You've invested in sales training.

The team enjoyed it.

The ideas made sense.

But six months later… very little has actually changed.

Fred explains why the problem is rarely the quality of the training itself. More often, it's the gap between understanding new ideas and applying them in real sales situations.

In this episode:

• Why good sales training often fails to create lasting behaviour change
• The difference between understanding and application
• Why engineers naturally revert to technical expertise under pressure
• How deeply embedded habits influence sales conversations
• Why classroom learning rarely survives real customer situations on its own
• The importance of connecting learning to live opportunities
• How practical application turns knowledge into lasting behaviour

Key Insight

Most sales training doesn't fail because the content is poor.

It fails because people understand the ideas…

…but never truly apply them.

Real customer conversations are unpredictable, complex and constantly changing.

Without practical application, people naturally fall back to familiar habits.

Why Engineering Teams Are Different

Engineering professionals are trained to:

• Solve problems
• Demonstrate expertise
• Explain technical detail

These are valuable strengths.

But when introducing a more collaborative sales approach, those existing behaviours often take over during real customer conversations.

The result?

The training is remembered.

The behaviour stays the same.

Key Takeaway

Information creates awareness.

Application creates change.

Real improvement happens when new ideas are connected directly to live opportunities, allowing people to see:

"This works here."

"This works now."

Because when people experience success, they gain confidence.

And when confidence grows, new behaviours begin to stick.

Questions to Consider

• Does your team understand collaborative selling… or are they actually applying it?
• Are sales conversations changing, or simply the language used to describe them?
• Is learning connected to real customer opportunities?

Connect with Fred

https://www.linkedin.com/in/fredcopestake

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Watch this episode on YouTube: https://youtu.be/y9STF2STmUg

Watch the full mini series playlist here

https://www.youtube.com/playlist?list=PLxxcms2Z3FxOjuzT83uI08ZQdVIFq36tJ

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers