Home/Sales training makeover
Rebuild how your whole company sells.
Not a workshop. A makeover. One documented selling process, one presentation your entire team delivers identically, your telemarketing and in-home scripts written from scratch, your own objection library pulled from real calls, and a trainer in the truck with your reps. Custom quoted, custom built, and yours to keep.
What is a sales training makeover?
A sales training makeover is a full rebuild of how a company sells, rather than a course layered on top of what already exists. It produces a documented selling process, one systematic sales presentation the whole team delivers identically, telemarketing and in-home scripts written for your product, a custom objection library built from your own recorded calls, scorecards, and ongoing coaching. Everything is owned by the company, not carried in one person's head.
Training fixes people. A makeover fixes the system they work inside.
Here is the distinction almost nobody draws for you before taking your money. Sales training answers the question of whether your reps know what to do. A makeover answers a different question: does your company have a defined way of selling that a new hire could execute in week three?
If your best rep closes at three times the team rate and cannot write down what she does, more training will not help. She does not need skills. Everyone else needs her method, in language, on paper. That is a systems problem wearing a training problem's clothes, and it is why so many companies buy training twice.
The other tell is the one you feel on a Friday. Every complicated deal escalates to you. You are the closer, you cannot leave, and the business cannot be sold at a decent multiple because a buyer can see the revenue engine is you personally. A makeover converts that into a transferable asset.
What actually gets built
Every item on this list is a real artifact you keep. Not slides from a seminar. Not a login to somebody's platform. Documents with your product, your buyer, and your team's words in them.
Your systematic selling system
Seven phases with entry conditions, required behaviors, and exit gates, mapped to your real sales cycle rather than a generic template. A deal cannot advance until the gate is satisfied, which is what makes forecasting honest.
The custom sales presentation
One presentation your entire team delivers identically, sequenced around your buyer's decision criteria, with trial closes, tie-downs, price conditioning, and question-sequence selling placed at specific points instead of sprinkled around.
Telemarketing and phone scripts
Outbound and inbound, written for your organization. The opening, qualification, the appointment set, and the branches for what happens when they say no or go quiet. Written in spoken English and tested out loud before delivery.
In-home sales scripts
Doorstep through close. The walkthrough, the presentation, the price delivery, the spouse who is not in the room, and the three competing bids sitting on the counter. Written for one-visit decisions where the whole sale happens at a kitchen table.
Your own objection library
Built from your recorded calls, not from a generic list. Every objection your buyers actually raise, with a reframe, two scripts, and the isolation question that stops the endless queue of new objections.
Do The Right Thing Sales Perfect course
The exclusive course underneath everything. Intrinsic psychological motivators, self-selling questions, and the standard that decides when to push and when to stop. Included in every makeover and available nowhere else.
Field ride-alongs
Real appointments, real prospects, live coaching between calls, anywhere in the fifty states or Canada. The fastest diagnostic there is, because what a rep describes and what a rep does are frequently different things.
One-on-one coaching
Individual sessions against a written scorecard, using the rep's own recorded calls rather than hypotheticals. Reps improve fastest when the evidence is their own voice.
Team training and drills
Live team sessions, on-site or remote, plus the short repeated drills that turn a document into a habit. Managers get trained to run the drills so it survives after I leave.
Scorecards and onboarding
A written definition of what a good call contains, so excellence stops being a matter of opinion, plus an onboarding curriculum that gets new hires productive in weeks instead of quarters.
Turnkey implementation
Optional, and the part nobody else offers. Lead generation campaigns, websites, sales apps, and video built so your marketing and your reps make the same argument in the same order.
Everything in writing, owned by you
The process, the presentation, the scripts, the library, the scorecards. Yours, deliberately. If a rep leaves, or if you and I part ways, the method stays with your company.
The techniques, in the actual words
Every makeover builds these into the presentation at specific moments. Tap one to see the line a rep would really say, what it is doing underneath, and the rule for when not to use it.
Every one of these is a neutral tool. Pointed at a buyer your product genuinely helps, they are a service, because a person who needed help and did not get it because you were timid is not a good outcome either. Pointed at someone it will not help, the same words become a con. That standard is the whole foundation of the course, and it is taught before any of the mechanics.
Why do people do things?
This is the question underneath the whole course. Buyers look infinitely varied on the surface, and underneath nearly all of them are running the same five programs. Every purchase a human being makes traces back to at least one.
Health
Their body, their pain, their energy, their years. The most powerful of the five and the one where guidance matters most, because people are frequently wrong about what will help them and know they are wrong.
Family
Protecting the people they are responsible for. This overrides budget more often than anything else, which is exactly why it demands the most integrity from the person selling.
Finances
More coming in, less going out, or less at risk. Not greed, security. Most buyers are not trying to get rich, they are trying to stop worrying.
Safety
Removing a threat, real or anticipated. Safety motivators resist price objections better than any other, because the alternative is a consequence the buyer has already pictured.
Ease
Less friction, less time, fewer things to hold in your head. The quietest of the five and the one most often left on the table because nobody asked about it.
Uncovering the objection is how you find the motivator
Most reps treat an objection as the end of a conversation. It is closer to the beginning of an honest one. When somebody says the price is too high, they are rarely reporting the state of their bank account. They are telling you that the thing you described has not connected to anything they actually care about yet.
So the makeover trains one reflex above all others: answer an objection with a question until you find which of the five is live. A buyer who tells you the real reason has handed you the map. And occasionally that map says there is nothing here worth selling, which is a genuinely good outcome. If it is not going to help the prospective client, we would not want to do it anyway.
How your words change what a buyer believes
Buying is conditioning. A decision is not a single event, it is a set of associations built over a lifetime firing in a particular order. When a buyer imagines a future state out loud, that mental rehearsal strengthens the connection between your product and the outcome they want. You can build that connection for them, badly, with claims. Or you can prompt them to build it themselves, strongly, with questions.
The working principle is old and well established: neurons that fire together wire together. Repetition and association strengthen a pathway, and the brain keeps rewiring itself throughout adult life rather than setting like concrete in childhood. That is neuroplasticity in one sentence, and it has two consequences for selling that matter enormously.
The first is about your buyer. When you ask someone to picture an outcome, they are not just being polite. They are running a rehearsal, and the rehearsal builds the association. This is why "what do you think your back will feel like after a month of proper support?" outperforms "this mattress will help your back" every single time. One is a claim from a stranger, filed under things a salesperson said. The other is a memory they just made themselves, in their own words, attached to their own history of pain. Nobody sells anyone better than they sell themselves.
The second is about your reps. The same principle explains why one-off training does nothing. A single exposure creates a weak trace that decays within days. Repetition under mild pressure builds a pathway that fires automatically when a buyer says something unexpected on a Tuesday afternoon. That is the entire argument for drills and ride-alongs over seminars, and it is why every makeover includes reinforcement rather than ending on delivery day.
An honest caveat, because this field attracts a lot of nonsense: this is a working model drawn from well-supported principles about association and rehearsal, not a claim that anyone has scanned a buyer's brain mid-close. The techniques are validated by whether close rates move, not by neuroscience vocabulary. Anybody selling you brain diagrams as proof is doing the thing this course exists to prevent.
Do The Right Thing Sales Perfect
The exclusive course underneath every makeover, and the reason the techniques above are safe to hand to a team.
Most sales training starts with technique and never reaches ethics. This one starts with ethics and earns the right to teach technique, and not out of sentimentality. The techniques only work reliably when they are pointed at something true.
Treat the prospective client the way you'd treat yourself or your own family. If your mother were in that chair, would you recommend this, at this price, on this timeline?The standard, taught before any mechanics
If the answer is yes, you owe it to them to be persuasive, because a person who needed help and did not get it because you were timid is not an ethical outcome either. Under-selling something that would have genuinely helped someone is its own kind of failure. And if the answer is no, you stop, you say so, and you keep the relationship. That last move wins more long-term business than any close ever written.
This standard is not decoration on the front of a curriculum. It is load-bearing. The tools taught here are strong enough that a team needs a rule for when to put them down, and that rule comes first for entirely practical reasons.
What is the gap actually worth?
Your numbers, not mine. This runs entirely in your browser and nothing is sent anywhere. A seven-point close-rate improvement is an ordinary result from fixing discovery and objection handling, so that is what it models.
Count only conversations with someone who could actually buy. Counting every inquiry inflates the answer and helps nobody.
Same leads, same marketing spend, same people. The gap is the cost of having those conversations differently, and it is almost always larger than the work costs.
Talk it through: 1-800-481-8638Want that number in the conversation? Send it to Zach with your details and it arrives attached to your inquiry.
Ten minutes tells us both whether this is real
No deck, no discovery framework performed at you, no pressure. Team size, what's breaking, what you've already tried. If a makeover is the wrong move for you right now, you'll be told that on the first call.
How a makeover runs
Five phases. Nothing gets written until real calls have been listened to, and nothing is considered delivered until the team has run it under pressure with a live prospect.
Listen
Recorded calls, live appointments, and a conversation with every seller about what they think is broken. Reps are usually right about what is wrong and almost never asked, which is also why they resist training built without them.
You get: a written diagnosis naming the specific gate where deals are leaking, with the recordings that prove it.Map
Your actual sale, drawn stage by stage, with entry conditions and exit gates defined. Most companies discover here that three people have three different processes and the forecast has been fiction for years.
You get: the systematic selling system on paper, gated, with the criteria that move a deal forward.Build
The presentation, the telemarketing and in-home scripts, and the objection library get written around your product, your buyer, and your team's actual vocabulary. Every line is read out loud before it ships, because a script that feels strange in the mouth sounds strange in the ear.
You get: the presentation, both script sets, the objection library, and the scorecard.Drill
Team training, live role play, and field ride-alongs on real appointments with real prospects, anywhere in the fifty states or Canada. This is where a document becomes a habit, and it is the phase most training skips entirely.
You get: a team that has already used the thing in front of somebody who could say no.Reinforce
Monthly call review, scorecards, short drills, and library updates as new objections appear. Behavior moves in the first two weeks. Close rate follows about one full sales cycle later, because deals already in flight were sold the old way. Anyone promising faster is selling you a feeling.
You get: a method that is still running in month nine, which is the only test that matters.Ride-alongs, anywhere you sell
The single fastest diagnostic in this work is sitting in the passenger seat. Not because reps are hiding anything, but because what a person describes about their own habits and what they actually do are two different data sets.
On a ride-along day I go out on real appointments with your reps, say nothing during the conversation, and coach in the truck between calls while it is still fresh. By the third appointment the rep has usually already changed one behavior, and by the end of the day both of us know exactly which gate is costing you money. In-home and at-the-table teams get the most out of this format, because the entire sale lives in a room I can be standing in.
Travel is quoted with the engagement rather than surprising you later on an invoice.
The part no other sales trainer can do
This is also an SEO and PR agency, and has been since 2012. That means the makeover does not have to stop at the edge of your sales team.
Think about what usually happens. A trainer teaches your reps to establish decision criteria before quoting, and then a prospect lands on a website that leads with a price and a form. The rep is now arguing against the first impression your own marketing made. Two companies, two arguments, one confused buyer.
Because the same shop builds both, the discovery questions, decision criteria, objection answers, and proof can go straight into your website, your campaigns, your video, and your sales apps, in the order a buyer needs them. The conversation your rep has becomes a continuation of the one the page already started.
Lead generation
Campaigns that fill the calendar your newly trained team is going to need. Search, local, and AI answer engines, built by a Denver SEO company that has been at it since 2012.
Websites and landing pages
Rebuilt so the page makes the same argument, in the same order, as the presentation. Handled with conversion rate optimization so you stop losing appointments between the click and the call.
Video and sales apps
The presentation turned into something a rep can hand across a table or send after a visit, so the message survives the drive home and the conversation with the spouse who was not there.
PR and reputation
Trust objections are answered with proof, not adjectives. Reviews, coverage, and third-party mentions do more for a trust objection than any script ever written.
Turnkey work is optional and quoted separately. Plenty of makeovers are sales-only, and you will never be told you need the marketing side if you do not.
Sales training, sales consulting, or a makeover?
These get used interchangeably and they are not the same purchase. Here is the honest difference, including when the cheapest option is the right one.
| What you buy | What it fixes | Choose it when | It fails when |
|---|---|---|---|
| Sales training | Individual skill. Discovery, objections, closing technique. | You already have a defined process and some people run it well while others struggle. | There is no process underneath, so everyone improves in a slightly different direction. |
| Sales consulting | Strategy, structure, comp plans, hiring, territory, forecasting. | The problem is above the reps: the wrong people, the wrong incentives, the wrong market. | The recommendations land in a deck and nobody is left to teach or drill them. |
| A course or platform | Vocabulary and fundamentals, delivered at scale. | You need a shared language across a distributed team quickly and cheaply. | Completion collapses and nothing is customized, so it never touches the moment deals die. |
| A sales training makeover | The whole chain: process, presentation, scripts, objections, drilling, and the marketing that feeds it. | Results depend on who answers the phone, and your best performer's method exists only in her head. | Nobody internal owns it afterward, or leadership will not enforce the gates. Both get checked before quoting. |
Who this is for, and who it isn't
A makeover fits when
- You have two to fifty sellers, including owner-operators who are the whole sales department.
- Your close rate varies wildly by person and nobody can explain why.
- Your top performer cannot write down what she does.
- New hires take six to nine months to become useful.
- Reps discount to escape uncomfortable silences.
- You are personally closing every complicated deal.
- You sell something high-consideration where one conversation decides real money.
It doesn't fit when
- You want a motivational day. Get a speaker, they are better at it and cheaper.
- You have more than fifty sellers. That is an enablement program, a different animal.
- Leadership will not enforce the gates. The process becomes a document nobody follows.
- Nobody internal will own it after delivery. Unowned initiatives die on schedule.
- You want pressure tactics and manufactured urgency. That is not taught here at any price.
- The real problem is that there are no leads. Fix the top of the funnel first, and that gets said out loud on the call.
What it costs, and why there's no price list
Every makeover is custom quoted against your needs and your budget. There is no per-seat price because the work is not per seat: writing one presentation for a four-person team and writing one for a thirty-person team across six locations are different jobs with different price tags, and neither is well described by a number on a web page.
What actually moves the quote: how many sellers, how long your sales cycle runs, how many locations, how much already exists in writing, whether you need telemarketing scripts as well as in-home, how much travel the ride-alongs require, and whether you want the turnkey marketing side built alongside it.
For a sense of scale, US organizations spend roughly $2,020 per sales rep per year on training according to ATD's State of the Industry data, and most of that goes to content licenses and events rather than to anyone actually coaching a human being. A makeover is a different shape of spend: heavier up front, and it leaves assets behind.
You will get a real number on the first or second call, in writing, with what is in and what is out. If the honest answer is that you should start smaller, or use the free tools on this site and call back in six months, you will be told that instead of quoted.
Questions people ask before they call
A sales training makeover is a full rebuild of how an organization sells, rather than a course layered on top of what already exists. It produces a documented selling process, one systematic sales presentation the whole team delivers identically, telemarketing and in-home scripts written for your product, a custom objection library built from your own recorded calls, scorecards, and ongoing coaching. Everything is owned by the company, not carried in one person's head.
Ordinary sales training teaches skills. A makeover changes the system those skills run inside. Training answers the question of whether your reps know what to do. A makeover answers whether your company has a defined way of selling that a new hire can execute in week three. Most teams do not have a skills problem, they have a consistency problem, and no amount of training fixes an undefined process.
Every makeover is custom quoted based on your team size, sales cycle length, number of locations, how much is already documented, and your budget. There is no per-seat price list because the work is not per seat. Call 1-800-481-8638 and describe the situation, and you will get a real number and an honest read on whether the investment makes sense for you.
Yes, throughout all fifty United States and Canada. Ride-alongs mean going out on real appointments with your reps, watching actual conversations with actual prospects, and coaching between calls. It is the fastest way to find what is really happening, because what a rep describes and what a rep does are frequently different things.
Price conditioning, tie-downs, trial closes, question-sequence selling in the SPIN tradition, self-selling questions, isolation questions, and assumptive next steps. Each one is placed at a specific point in the sequence rather than sprinkled around, and each is taught with the standard for when to stop using it. These are neutral tools that become a service or a con depending on whether the product genuinely helps the person in front of you.
Yes, both, completely customized to your organization. Phone scripts cover the opening, qualification, the appointment set, and the objections that kill calls. In-home scripts cover the doorstep, the walkthrough, the presentation, price delivery, and the close, with the branches written out rather than only the ideal path. Scripts are written in spoken English and tested out loud before delivery.
It is the exclusive course underneath every makeover, built on one standard: only sell someone something that genuinely helps them, and once you are sure it does, be as persuasive as you know how to be. It covers the intrinsic psychological motivators behind why people buy, self-selling questions, tie-downs, trial closes, price conditioning, and objection dissolution. If it is not going to help the prospective client, we would not want to sell it anyway.
Listening and mapping usually take two to three weeks. Building the presentation, the scripts, and the objection library takes three to six weeks depending on complexity. Drilling and ride-alongs run alongside that and continue after. Behavior changes within the first two weeks of drilling, and close rate moves roughly one full sales cycle later, because deals already in flight were sold the old way.
Yes, and it is the part most training misses. Because this is also an SEO and PR agency, the same discovery questions, decision criteria, objection answers, and proof can be implemented directly into your website, lead generation campaigns, video, and sales apps. Your prospect then hears one consistent argument from the first page view through to the signature instead of two different companies.
Typically two to fifty sellers, including owner-operators who are the entire sales department. Below two people the work is about building your own process rather than training a team, which is a smaller engagement. Above fifty it becomes an enablement program, which is a different animal, and you will be told that honestly rather than sold something that does not fit.
No. Pressure tactics work occasionally on people who are not paying attention and damage everything else: reputation, refund rate, referrals, and your team's willingness to pick up the phone. Everything taught here is built on the premise that if the fit is not real, the honest move is to say so and stay in touch.
Resistance almost always means previous training was condescending, generic, or an implied criticism. The makeover starts by listening to their calls and asking what they think is broken. When the process is built partly from their input, resistance drops fast, and the ones who stay resistant are usually telling you something useful about a different problem.
Yes. The process document, the presentation, the scripts, the objection library, and the scorecards are yours, deliberately. That is the whole point of writing the method down instead of leaving it inside individual people. If a rep leaves, or if you and I stop working together, the method stays with your company.
Call 1-800-481-8638 or send the form on this page. The first conversation is a diagnosis, not a pitch: team size, what is breaking, and what you have already tried. You will get an honest read on whether a makeover is the right move, including if the answer is that the free tools on this site are enough for now.
Get a custom makeover quote
Tell me the shape of your team and what's breaking. You'll get an honest read on whether a makeover fits, what it would include, and what it would cost. If it doesn't fit, you'll hear that instead.
Service fact sheet
- Service
- Sales Training Makeover, a full rebuild of an organization's selling process, presentation, scripts, and objection handling.
- Delivered by
- Zach Wennstedt, sales trainer and sales process consultant, Denver, Colorado. Parent company: Search Converts LLC.
- Contact
- Toll-free 1-800-481-8638. Email sales@eyetoad.com
- Address
- 1001 Bannock St #660, Denver, CO 80204, United States.
- Service area
- All fifty United States and Canada, on-site and remote.
- Included
- Systematic selling system; custom systematic sales presentation; telemarketing and phone scripts; in-home sales scripts; custom objection library; Do The Right Thing Sales Perfect training course; field ride-alongs; one-on-one coaching; team training; scorecards and onboarding curriculum.
- Techniques taught
- Price conditioning, tie-downs, trial closes, question-sequence (SPIN-style) selling, self-selling questions, isolation questions, assumptive next steps, objection dissolution, intrinsic motivator discovery.
- Optional turnkey add-ons
- Lead generation campaigns, websites and landing pages, conversion rate optimization, sales apps, video, and PR.
- Typical client
- Two to fifty sellers in home services, contracting, B2B services, medical and aesthetic practices, manufacturing, professional practices, and high-ticket retail.
- Pricing
- Custom quoted per engagement based on team size, cycle length, locations, travel, and budget. No per-seat price list.
- Typical timeline
- Two to three weeks to listen and map, three to six weeks to build, drilling in parallel, reinforcement ongoing.
- Last updated
- September 3, 2026