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Sales Process is to Religion as Sales Methodology is to Prayer

October 24, 2011
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Whether you have or are a salesperson yourself, if you don’t have BOTH an effective sales process that you follow – religiously – and a sales methodology that you practice – faithfully – you must – convert!

What Automotive Technology Can Teach us About Sales Process

May 20, 2011
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Much like the automobile drivers of decades past, the salespeople in companies lacking a formal, structured sales process don’t know what they don’t know. They aren’t aware that they aren’t as safe as those with the process. They don’t know they are out of control and at risk every time they conduct a sales meeting or call.

Top 10 Ways to Accelerate the Sales Process – The Need for Speed

January 28, 2011
Posted by: Dave Kurlan
Category: Understanding the Sales Force

You’ve heard the expression “Speed Kills”.

All four scenarios lead to lousy sales outcomes. The surest way to create urgency, accelerate the sales process, eliminate the competition, get the prospect to self-qualify and spend more money on your solution, is to A B A N D O N the need for speed. You can do that by:

How Christmas Gift Giving Mirrors the Ideal Sales Process

December 15, 2010
Posted by: Dave Kurlan
Category: Understanding the Sales Force

If you understand that, then why do so many executives and salespeople, from all industries, still insist that the first thing they must do with a new prospect is present? Even the word “present” suggests waiting for the perfect time.

How to Determine if Your Sales Process is Effective

December 8, 2010
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Can you reverse engineer your sales calls?

OTHER THAN THE PART OF YOUR SALES CALL THAT INVOLVES PRESENTING, could you break down and explain, each step, strategy, tactic, question, response and milestone met, in the order they occurred, why they were chosen, and the resulting reaction of each occurrence, AFTER you’ve completed an entire sales cycle?

My Sales Process, Strategies and Tactics in Your Voice

October 10, 2010
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Our son has this comedy routine by John Pinette down cold. He heard it once and can now do it for anyone.

Top 10 Rules for Getting Salespeople to Follow Your Sales Process

March 8, 2010
Posted by: Dave Kurlan
Category: Understanding the Sales Force

A lady approached the priest after the service and felt terrible because she had been leaving early to tend to her sick husband. The priest said that this didn’t apply to her; she was already making a sacrifice by attending, and should care for her husband. She paused and finally said, “But he passed away three years ago!”

This story got me wondering about the widespread misuse of the sales process.