Search Results
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Salesperson’s Terrible Reaction Part 2
- October 31, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I posted a very short article where I discussed one salesperson’s reaction to a great sales role play. I received a number of emails telling me how helpful the video, story and lessons were.
The article highlighted Self-Limiting beliefs or negative self talk. Today we will take it a step further and discuss the other things that could have been at play – hidden weaknesses – and the interference they cause salespeople while selling to their prospects. Like chains, salespeople are only as strong as their weakest link…
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I Admit it – Why Words in Selling Really Are Important
- October 5, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When it comes to words, there was probably nobody more clever than the comedic genius George Carlin. The video below is the funniest and best example of his use of words. Watch that and then we’ll talk about how the same premise applies to sales.
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Must Read – This Email Proves How Poorly the Bottom 74% of Salespeople Perform
- February 17, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Ken is one of my longtime readers, a former client, and last week he sent this note expressing his frustrations as a buyer of services. I’ll add my comments and conclusions at the end of his note.
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Sales Hacks and How to Improve Your Lead Follow Up Conversions
- August 31, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have previously written about how important it is to quickly and consistently follow up on inbound leads. This article from September of 2013 included two great infographics that demonstrate lead conversion statistics. However, Russ, from FindAccountingSoftware.com, emailed me a link to this case study on 63,256 outbound calls that has much more specific, useful information.
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How to End the Sales & Marketing Argument
- May 11, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Republicans and Democrats argue all the time. Fans of long-time rival sports teams argue too, regardless of whether the rivalry is at the high school, college or pro level. Players argue with umpires, referees and judges. Kids argue with their parents and everyone argues with their cable company and wireless phone providers. So why is it so hard to understand why marketing argues with sales?
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Baseline Selling Field Guide
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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Qualifying for Money
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 3rd Base (Qualified)
Have you been taught to ask a prospect, “…and what’s your budget?” or “Do you have a budget for this?” Perhaps you’re one of the brave salespeople who prefers not to ask, instead hoping that when it’s time to buy, the money will be there. In today’s Baseline Selling Tip, I will address the importance of financial qualification and demonstrate the most effective way to do it.
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What Does Sleep Apnea Have in Common with Sales Improvement?
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Motivation
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Top 5 Reasons Why Salespeople Don’t Qualify Effectively
- January 15, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. It led to a significant number of comments with one of them being this question:
“Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. Forget what we want to call the approach. Just basic fundamentals like asking questions. This is known throughout the selling universe but sales people still suck at this. How come?”
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My Top 21 Keys to Help Your Sales Force Dominate Today
- January 14, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve seen this happen in youth baseball so many times. Let’s say it’s a ground ball and the third baseman boots it for an error. Of course, the next ball is hit right at the third baseman again and this time he fields it cleanly, but makes an error on the throw. And just as if it were programmed to happen, the third baseman is suddenly a target, balls coming at him and him alone, as he appears helpless and unable to make a clean play to put a merciful end to an inning. You could say he has been busy, but not very successful.