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Getting Your Prospects’ Attention
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
Last night my wife and I attended “The Drowsy Chaperone”, a musical comedy from which I can provide a strong lesson for salespeople. The show starts off with the “man in the chair” saying something like, “I know, you hope the show will be good” and “you probably hope it doesn’t run too long” and “you hope it’s going to be funny”.
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The Enemy in Sales
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Strategy
Most salespeople do not properly identify the real enemy they face each day. They mistakenly believe that they are fighting their competition, themselves, their prospects, the economy, their pricing, and a myriad of other issues. In reality, there is only a single enemy, which often masquerades as one of those other issues I just named. The enemy is….resistance.
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Dealing with No Response or Negative Response
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
Here’s a real email thread. The names of the client and the prospect have been changed. I was the salesperson. I have reorganized the sequence so that you can start at the top and scroll down. I added my comments in red.
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Great Presentations
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Running Home (Presenting)
Once upon a time I was a musician and between the ages of 15-25, had two bands that performed at weddings and functions. One of the frequent requests I receive is for tips on speaking and I believe that conducting presentations is very similar to speaking so it probably applies to all of my readers.
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Getting Heard and Getting Through
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
My team and I train and coach a lot of salespeople and sales managers. Lately, there is no mistaking the two most popular requests for help.
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Overcoming Happy Ears
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 3rd Base (Qualified)
You or someone you know likely suffers from Happy Ears. This syndrome is not as easy to diagnose as prospecting and closing problems, which are as obvious as your next commission check. No, Happy Ears lurk undetected beneath the surface, presenting symptoms like bad luck, lying, the competition, status quo and pricing to throw you off track. The first order of business is to determine whether you have Happy Ears.
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Most Requested
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
What do you think is the most frequently requested plea for help?
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What it Takes to Get Appointments
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
Without question, the most popular requests I receive each week are for help with making appointments and, specifically, creating positioning statements. For example, Pat and I traded about 6 emails over the past 10 days to get his positioning statements just right.
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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.