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Effective Proposals
- February 6, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Scoring (Closing)
A salesperson called on me and had a service that was new, but enticing. I thought I could use it, and when the product or service is something I want, I usually end up closing myself. I told the salesperson I was good to go but that since there were some complexities to the who, when, where and how, I asked him to put it in writing.
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Getting Prospects to Do What You Want
- February 6, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Scoring (Closing)
Our five year-old son, often the subject of my Sales Management Blog, gave me some more material yesterday. He said, “Daddy, I need to ask you something and if you want to say no you can, I don’t care, but I would really like you to help me.”
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Creating Compelling Reasons
- February 6, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Scoring (Closing)
Sometimes, you need to create compelling reasons when your prospects don’t have compelling reasons of their own. An example from last week’s Boot Camp had a prospect whose most compelling reason seemed to be the need to get their systems serviced within four weeks. Important, but not compelling…until the the possibility exists that they may not be able get it done within four weeks…
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Frank Smith Joins Kurlan & Associates
- February 2, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
Frank Smith, a veteran sales leader, strategist, and sales enablement specialist, has joined Kurlan & Associates as VP of Business Development.
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John Petrella Joins Kurlan & Associates
- February 2, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
John Petrella, a veteran sales leader with experience in multiple verticals, has joined Kurlan & Associates as VP of Corporate Training.
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Overcoming the Think it Over
- January 28, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Scoring (Closing)
This week I received a voice mail message from a professional sales trainer (at another firm). He wanted me to know that he used my technique for handling a think it over on his four most recent opportunities and it had worked on 3 out of the four. Before we get to the technique or lessons you should know this. It’s never the technique that actually overcomes a think it over, rather, it’s the technique that provides you with a crutch to hang in long enough so that you can learn why your prospect hasn’t made a decision yet. Once you know why, you can ask questions, eliminate obstacles, fears, and misunderstandings, and close again.
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Overcoming Economic Objections
- January 28, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Scoring (Closing)
Unless you are in a business that is totally insulated from the economic meltdown, you’ve probably begun to hear objections that you aren’t accustomed to hearing; things like spending freezes, hiring freezes, projects put on hold, requests for price reductions, etc.
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Success with Big Opportunities
- January 28, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Strategy
When an opportunity has an extra zero or two at the end, what do you do differently to earn the business? Are you more polite, respectful cautious, aggressive, intimidated, or observant? Do you ask more questions, better questions, fewer questions? Do you spend your time answering questions, talking about your value proposition, company and expertise?
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Death of Selling – The Raging Debate
- January 28, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Strategy
There has been an ongoing debate about the death of the sales call, the death of the sales force and the eventual death of selling. You can read the latest installment on my Blog, Understanding the Sales Force.
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Sense of Opportunity
- January 28, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Strategy
You probably know Jeffrey Gitomer, author of the Little Red Book of Selling and a syndicated columnist in many business journals. In this week’s column, Gitomer presented five internal senses required for having a sense of selling. The great part of writing my own weekly column is that I can disagree with what he writes!