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Finding A Way to Succeed
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Motivation
Strategies and Tactics are important – very important, especially in this economy. But even today, they take a back seat to your ability to find a way to get the job done. Whether that job is making appointments, uncovering compelling reasons to buy, getting opportunities qualified, making compelling presentations, dealing with objections or closing, you must find a way to master that part of the sales process.
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Selling Commodities
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
I get many emails from people who are selling products that always were or have recently become commodities. Most salespeople, when faced with a commodity sale, try to provide reasons for a prospect to buy from them instead of the competition. This strategy further identifies them as a commodity seller. Others attempt to further devalue their offering by quoting what they hope will be the lowest price. Neither option is an effective short or long-term strategy for this challenge.
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Selling Value
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
I receive a great number of emails on the subjects of beating the competition, increased competition, difficult competition, writing winning proposals, making winning presentations and selling value. In the end, if you can effectively sell value, chances are that you can handle the other challenges that come your way. The problem is that most salespeople don’t even understand the concept of selling value, never mind being able to execute it. This week’s tip explores some of the principals of selling value.
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How to Translate Tiger Woods’ Experiences into Sales Success
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Motivation
I was reading an article about Tiger Woods in Golf Digest. The article explored whether Tiger would be better or worse after he returned from surgery and rehabilitation on his knee. It went on to detail how effectively he played while injured and in great pain, and how much potential he had to be even better when he could move weight to his left leg. It also went on to describe his many potential distractions. Finally, I read a part of the article that talked about how prepared Tiger is for adversity.
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What Does Sleep Apnea Have in Common with Sales Improvement?
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Motivation
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Salespeople Must Comply with New Rules of Engagement by 7-1
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Motivation
This week marks the official end to reacting to the recession. If you haven’t completed your whining, complaining, excuse making, sarcasm, finger pointing, justifying, rationalizing and everything else “if only”, you must have it completely out of your system by Wednesday or face a severe penalty.