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Core sales process

Common Sense Selling

The foundational sales process behind SalesCoach: diagnosis before prescription, qualification before proposal, and trust before pressure.

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Common Sense Selling book cover

Who it is for

Salespeople, sales managers, founders, and teams selling complex products or services.

  • Lead with better questions instead of early pitchingApplied through the SalesCoach online training paths and reinforcement tools.
  • Qualify pain, resources, authority, urgency, and decision processApplied through the SalesCoach online training paths and reinforcement tools.
  • Protect trust by presenting only after the problem is understoodApplied through the SalesCoach online training paths and reinforcement tools.
  • Create clearer next steps before proposals and demosApplied through the SalesCoach online training paths and reinforcement tools.

How it connects

The book becomes useful when the ideas show up in real sales behavior.

SalesCoach uses the book library as source material, then turns the concepts into short lessons, manager prompts, weekly reinforcement, and practical tools for current opportunities.

  1. Read the ideaUnderstand the principle behind the selling behavior.
  2. Practice the questionUse it in call planning, emails, meetings, and follow-up.
  3. Apply it liveTest it against real prospects, proposals, and stalled deals.
  4. Reinforce itUse weekly review and manager coaching to make it stick.

Jim Dunn & John Schumann

The guys behind the system.

SalesCoach is not anonymous courseware. It is the online home of the Common Sense Selling method built by Jim and John, the trainers and authors behind the books, tools, and lessons.

Jim Dunn

Founder, author, sales process architect

Jim Dunn

Jim founded Whetstone Group in 1992 and helped develop Common Sense Selling into a practical sales process used by thousands of salespeople and managers. His background includes national speaking, sales books, financial services, commercial banking, technology, commercial real estate, manufacturing, life sciences, and professional services.

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John Schumann

International sales trainer and course leader

John Schumann

John brought decades of sales and marketing experience from national and international companies into the Common Sense Selling system. His training background spans complex selling, sales leadership, corporate teams, and the online SalesCoach curriculum.

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Related books

Keep exploring the SalesCoach library.

Common Sense Selling for Commercial BankersA version of the Common Sense Selling approach aimed at commercial bankers, relationship managers, and business development officers.The Military Recruiter's HandbookA sales and communication guide for recruiters who need disciplined conversations, trust, qualification, and commitment.Monday Morning Sales CoachShort, practical sales lessons designed to reinforce the Common Sense Selling method one selling problem at a time.

Apply the method

Turn the book into better sales conversations.

Choose the online course path that gives you the lessons, tools, and reinforcement to use Common Sense Selling in real opportunities.

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