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Two Fantastic Examples of Addressing Sales Objections
- December 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As you read these, ask yourself whether I’m taking sides or simply pointing out good and bad things the politicians do and subsequently apply those lessons to selling. Exactly 8 (including today) of the 985 articles, which I’ve posted to date mention politics or a politician. By my count, 3 were favorable for Obama, 1 for Ann Romney and Chris Christie, 0 for Mitt Romney, and 3 that were unfavorable for Obama. Can’t get any more balanced than that!
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Why Most Sales Training Doesn’t Work How Not to Sell – Issue #4
- December 1, 2012
- Posted by: Kurlan & Associates, Inc.
- Category: Magazine/Newspaper/Interviews
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Drivers and Your Salespeople Need to be Patient
- November 30, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In order to create urgency and accelerate the sales process, your salespeople actually must slow down their meetings. Instead though, in much the same way that I rush to get to my next meeting, they rush to the presentation or demo. To make matters worse, your prospects want your salespeople to present and conduct demos. They want prices and proposals and your salespeople are too willing to oblige.
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Zig Ziglar’s Legacy to the Sales World
- November 28, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Zig died today at the age of 86. Seth Godin memorialized him here. I wrote about our chance meeting here 6 years ago.
I want to talk about Zig’s life and his sales and selling impact.
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What the Huge Patriots Win Teaches us About Sales Momentum
- November 26, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Perhaps you watched the Thursday night Thanksgiving Day football massacre between the New York Jets and the New England Patriots. The Patriots scored 35 unanswered points in the second period and scored 3 touchdowns in one 52-second period of time.
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Boston Ballet and Money Tolerance – What it Means to Your Sales Force
- November 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week I received a call from the Boston Ballet – part of their annual fundraising drive. I hate these calls as much as you do, but the lady who called, engaged me by asking if I was looking forward to this year’s new production of The Nutcracker Ballet.
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Top 10 Lies Your Salespeople Hear and What to Do About it
- November 15, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you know who else thinks we are morons? Prospects.
How many of your salespeople have been told any of the following lies?
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My Top 14 Articles on More Effective Sales Cold Calling
- November 13, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written a lot of articles about cold calling more effectively, so I have linked to fourteen of those articles below.
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Top 5 Reasons Why Sales Cold Calls Are So Awful
- November 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I listened to voicemails from three salespeople who cold called me.
The good news is that three people actually made cold calls! The bad news is that not much has changed. Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I’ve ever heard.
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Did President Obama Do More Damage to the Image of Salespeople?
- November 7, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, Obama’s campaign called Romney a great salesman and added that what he was selling wasn’t any good. In other words, “Don’t believe a word he says.” So, if we connect the dots what do we get?
Salesman = bullshitter
Salesman = liar
Salesman = felon