Bob Chronicles
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The $225,000 Selling Mistake Most Salespeople Make
- December 7, 2020
- Posted by: Dave Kurlan
- Categories: Bob Chronicles, Understanding the Sales Force
While colleagues and supervisors shared their enthusiasm for this exciting moment, my first reaction was, “And why do you think this is good news?”
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This Simple Strategy Will Sell Your ROI and Value Proposition Every Time
- March 7, 2016
- Posted by: Dave Kurlan
- Categories: Bob Chronicles, Understanding the Sales Force
Most salespeople can calculate ROI and explain it to their prospects, but many of them find it equally difficult to articulate that same ROI after they have been presented with a price objection. They become defensive, review features and benefits, and make the situation worse for themselves instead of better. We are going to review the case history of a salesperson who had an $85,000 solution that would increase company revenue from $10 million to $20 million. Despite promising a $10 million gain, he was unable to overcome what he heard from his prospect: “That’s too much money!” In this article, we will discuss how it’s done.
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Five Great Lessons That Apply to Every Company That Hires Salespeople
- November 2, 2015
- Posted by: Dave Kurlan
- Categories: Bob Chronicles, Understanding the Sales Force
I turned sixty years old today and everyone is asking me how it feels to be sixty. To be honest, it feels exactly the same as it felt to be fifty-nine – which is essentially the same as it felt to be 40. Nothing has changed. And speaking of nothing changing, nothing has changed over at BigBrains where two updates have come my way. The first came from someone who knows the real identity of BigBrains and suggested that I refer to them as ShitForBrains instead. She must have met them!
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Price Quotes and the Inability of Salespeople to Sell Value
- October 19, 2015
- Posted by: Dave Kurlan
- Categories: Bob Chronicles, Understanding the Sales Force
Last week, I was training a sales force to sell value – an absolutely revolutionary concept – when the unthinkable happened, not once, but twice in the same training. As incredible as it was to me, it clearly illustrates why it is so darn hard for companies to get their salespeople to sell value.
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Sales Selection Case History – The Fix for This Insanity Works 99% of the Time
- October 2, 2015
- Posted by: Dave Kurlan
- Categories: Bob Chronicles, Understanding the Sales Force
If you had a crystal ball to predict whether or not your next sales candidate would succeed in a difficult selling role at your company, wouldn’t you want to use it? Heck, you would want to look into that thing even if it wasn’t a difficult selling role. But what if you were recruiting kids right out of college? What would you do then? Would you just recruit a whole bunch of kids and keep the ones who didn’t quit? Would you hire three times more than you needed and just keep the ones who were successful? Would you just hire anyone who looked and sounded good and go from there? What if you could use the crystal ball? Could that even work with college grads? Recently, we had an opportunity to study and answer that very question and the results will surprise you!
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Do Chain Reactions Like This Really Occur When Selling?
- January 15, 2015
- Posted by: Dave Kurlan
- Categories: Bob Chronicles, Understanding the Sales Force
Mary always succeeded in finding new opportunities, but her weaknesses, especially her Need for Approval, Discomfort Talking About Money, and Tendency to Become Emotionally Involved, would usually interfere with her ability to gain traction and close the sale. During the past year, she has improved enough so that she is not only finding new business, but closing it too. But she isn’t out of the woods yet.
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What Would You Do? Sales Force Attempts to Maintain Status Quo
- January 6, 2014
- Posted by: Dave Kurlan
- Categories: Bob Chronicles, Understanding the Sales Force
This is what can happen when salespeople have zero concept of selling; when knowledgeable, technical people are moved into selling roles without being trained to sell; when the sales manager is more interested in selling than managing; when the president doesn’t hold the sales manager accountable; and when there isn’t a sales culture.
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Sales Selection – Would You Choose Bob or Mary?
- September 16, 2011
- Posted by: Dave Kurlan
- Categories: Bob Chronicles, Understanding the Sales Force
As is the trend in the automobile industry these days, there is a hybrid, the best of both worlds, with all the charm of Bob and all the resolve of Mary. But my opening question didn’t include the ‘A’ player as one of the choices. If you had to choose Bob or Mary, who would you select?
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