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How to Reach 2nd Base
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
The second base conversation is the least understood in the entire sales process. To reach 2nd base your prospect must need what you have, there must be compelling reasons to buy what you have, they must have compelling reasons to buy from you instead of your competition, and you must have S.O.B. Quality (stronger relationship, trust, credibility, expertise, caring and listening), developed by asking more questions than your competition, better questions than your competition, and tougher questions than your competition. Having done that, you will have differentiated yourself from all of them.
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Getting Your Calls Returned
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
About two years ago I published this tip with the most effective way to leave a voice mail message and get it returned. Read the tip before proceeding.
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Sales is Like an Obstacle Course
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments), Tactics - Scoring (Closing)
If you sell, then you encounter obstacles every step of the way. There are the prospects you can’t get through to, the same ones who don’t return your calls, and those who offer so much resistance that the obstacle appears to be more like a road block than an obstacle.
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Maximizing Referrals and Introductions
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
There has been a lot written about how to get referrals. I covered that ground in a new way in Baseline Selling, But once you have the referral, or preferably, the introduction, what is the best way to approach your new prospect?