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The Connection Between Road Signs, Sales Data, Consultative Selling and Sales Recruiting

December 6, 2022
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Salespeople who are learning to take a consultative approach to selling hear a stated issue – the consultative selling version of a road sign – but think they have arrived at their destination – the compelling reason to buy.

This is supported by the data. Objective Management Group (OMG) has data on 2,280,260 salespeople that have been assessed from more than 30,000 companies. The findings are horrific:

4 Reasons Why Salespeople Suck at Consultative Selling.

September 26, 2017
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Yesterday, a sales manager I was coaching asked me to explain the difference between a great question and a tough question. I gave him the one-minute version but this article has the expanded version of that answer.

How Can Consultative Selling Already be Dead?

April 30, 2015
Posted by: Dave Kurlan
Category: Understanding the Sales Force

In this article for Middle Market Executive,Tom Searcy insists that Consultative Selling is dead. He says that consultative sellers end up with buyers who can only make small decisions, experts end up in purchasing and only industry authorities can reach executive decision-makers. He also says that consultative sellers ask, “What is your pain?”, experts say, “Here is your pain.”, and authorities say, “Here is the pain your industry is having and how you can uniquely overcome it.”

Is he right?

Let’s discuss that right now before your clothes go out of style…

Are Inside Sales And Consultative Selling Mutually Exclusive?

January 7, 2015
Posted by: Dave Kurlan
Category: Understanding the Sales Force

I don’t write about Inside Sales as often as I should. After all, everyone else is writing about it, some bloggers are devoted to it, and if you read what the inside sales bloggers are writing, you would think that inside sales is king. Of course, it is the king of the top of the funnel where everything begins, but with few exceptions, selling rarely ends in that department.

Are Inside Sales and Consultative Selling Mutually Exclusive?

April 7, 2014
Posted by: Dave Kurlan
Category: Understanding the Sales Force

In this discussion, we’ll focus on group #2, traditional inside sales, where salespeople field incoming calls from existing loyal customers, existing disloyal customers, and potential customers.

Consultative Selling, Commitment and Training – Like Oil & Water

March 14, 2014
Posted by: Dave Kurlan
Category: Understanding the Sales Force

We recently evaluated a sales force where the salespeople had, on average, only 18% of the attributes of a consultative seller.

“How could that be?”, asked the Director of Sales. “Achieve Global has come in 3 times in 3 years to teach consultative selling!”

That could be the punchline, but it’s not.

So, why didn’t the training on consultative selling stick? There are reasons aplenty!

Top 3 Reasons Why Salespeople Fail at Consultative Selling?

July 8, 2013
Posted by: Dave Kurlan
Category: Understanding the Sales Force

One of the challenges with a consultative approach is that while it is easier to close the sale, it is far more difficult to implement than the traditional, transactional approach that today makes it so much harder to get the sale closed. The question is why?

Inc Magazine Gets it Wrong on Consultative Selling

April 8, 2013
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Inc. Magazine ran an article on its website that I just can’t ignore. It’s making my blood boil.

Dave Kurlan’s 20 Keys to Sales Mastery: How to Become an Elite Salesperson

April 13, 2026
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Young man riding a green motorized clay tennis court roller early in the morning, repairing wet courts after a rainstorm – illustrating Dave Kurlan’s “do whatever it takes” mindset from his sales mastery story

Discover Dave Kurlan’s 20 practical keys to sales mastery, drawn from decades of experience and OMG’s nearly 3 million assessments. Learn how the top 5% of salespeople think, practice, and outperform everyone else with consultative selling, disciplined habits, and a relentless “do whatever it takes” mindset. Start improving your win rate, deal size, and results today.