Search Results
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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:
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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.
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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…
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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.
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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.
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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!
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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?
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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.
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250 Best Articles on Sales and Sales Leadership by Category
- April 4, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These are the top 10 articles in 25 categories on sales, sales leadership, sales assessments, sales performance, sales excellence, sales process and more.
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10 Unfavorable Selling Conditions That Prevent Sales Success
- March 25, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When you encounter unfavorable selling conditions, refuse to accept them. This isn’t about moving forward with a couple of favorable conditions, it’s about NOT moving forward unless the conditions become more favorable. Whether or not you wish to admit it, the truth is that when the conditions don’t favor you, the business isn’t coming to you.