The Curious Case of the Postponed Site Briefing
Postponed training is rarely about the calendar. It is resistance wearing a planning mask.
The site briefing was postponed four times. Each time the reason sounded responsible: wait for the new renders, wait for the rate card, wait for the festive season. Meanwhile the competitor across the road trained their team twice and opened bookings.
Postponed training is never about the calendar. It is resistance wearing a planning mask. Teams postpone the sessions that would expose their gaps — objection handling, follow-up discipline, negotiation posture. The comfortable training (product features, project USPs) always happens on time.
Here is the test I give every sales head: if your last three trainings were all about the product, your next one must be about the resistance. Record ten real buyer objections, role-play them until the answers sound boring, and watch what happens to your site-visit-to-booking ratio.