Analogies
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Would You Like to be Selling Guns Right Now?
- February 27, 2018
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
What if you sell for a company whose products are not reliable, lack the latest and greatest features, aren’t a good fit, or don’t have competitive pricing? That would suck, wouldn’t it? What if you sell for one of America’s 20 Most Hated Companies? That would suck too. But those sales organizations are not disintegrating, their salespeople are not heading for the doors and their revenues are not in a nosedive. Most of the outrage, hate, and reputation-killing is taking place in the media, not with their customers.
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Glue – The Missing Element That Makes Every Sales Training Initiative Successful
- February 26, 2018
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
I find that even the most seasoned and resistant of salespeople get to this point: When they realize how much more there is to selling, how much more effective they can be, how much more business they could generate, how they don’t need to have the best price, and how much easier selling can be, they become eager learners. That brings us to the question to be answered in today’s article: If most salespeople become eager learners and embrace good sales training, why don’t all companies experience equally tremendous revenue growth from sales training?
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What Salespeople Can Learn from Josh McDaniels Gutsy Reversal
- February 9, 2018
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
What compelling reason might your prospect have for changing their mind? Let’s assume that they won’t reverse their decision if they were happy with the incumbent vendor and decided to remain with them. But they could change their mind if you were in the mix the entire way and on this opportunity they decided to go with your primary competitor. How would you do it?
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Is the Sales Force Getting Dressed Up or are Real Changes Taking Place?
- February 7, 2018
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Yesterday I received an email from Richardson Training, letting me know that they have completed their 2018 Selling Challenges Study. The data in the report, which you can download here, hasn’t changed a great deal since 2017, but the report’s new look is awesome. I reported on last year’s report in detail here, but my conclusion for 2018 is the exact same conclusion I came to in 2017.
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More Fake News in Sales Organizations Than on TV Networks!
- December 13, 2017
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Most of your salespeople are just like fake news and I will prove it. I’m not talking about the elite top 5% or the next group of 15% who are very strong. I am referring to the bottom 46% of the sales population who, if I am to be completely honest, totally suck. If yours is like most companies, then half of its salespeople fit this description.
I’m going to show you exactly how your salespeople report fake news but first, we need to break down how fake news happens so that I can demonstrate how your weak salespeople do the exact same thing, every chance they can get.
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Customers Love to Buy – Why Do Salespeople Struggle?
- October 2, 2017
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
So if we all love buying stuff, why do salespeople struggle so much when they try to sell stuff? Why isn’t it as friction-free as an abundance of happy buyers would suggest it should be?
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9 Reasons Why Salespeople Lack the Urgency Necessary to Succeed
- September 25, 2017
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
I coach a lot of sales leaders and their most common frustration is that they can’t understand why their salespeople don’t seem to have the same urgency as they did when they were selling.
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How Salespeople Must Run Stop Signs and Red Lights – Legally
- September 5, 2017
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
There is one simple thing you can do each day that will dramatically improve your sales effectiveness.
But you don’t think it’s possible to do what the title says, do you?
Well, it is not only possible, it’s crucial – and not only that you do it, but that you do it often and start doing it today.
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Can Preventing Hiring Bias Benefit the Sales Hiring Process?
- August 21, 2017
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
You’re hiring and you need to identify the ideal salesperson for a particular sales role and you need someone to sell enterprise solutions to the C-Suite. Aside from all of the other requirements, you’ll need to find someone who has done this before.
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Grammar – Why Commas Provide Sales Success Where Periods Fail
- July 19, 2017
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
The problem is one of grammar. All of the articles you read, videos you watch and audios you listen to suggest that there is a key to sales success. Period. But if you change the period to a comma, you’ll quickly see that all of these things are crucial to success in sales.
