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When You Absolutely Have to Sell Something
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Motivation
Every once in a while an unusual case of urgency will overcome a salesperson, often brought on by a need for sales, money or recognition. Whatever the reason, this urgency to sell usually creates a change in behavior. What would you do if you absolutely had to sell something – soon?
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Counter Measures for Pricing Demands
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 3rd Base (Qualified)
I was in Chicago, presenting two talks on selling; Closing and Creating Urgency. In the second talk I walked them through a Baseline Selling Tip,”First Impressions”, from several weeks ago. I was asked, “but what if the decision maker says ‘I want to save us both a lot of time. We’re looking for the lowest price.’?”
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How to Justify Your Higher Price
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 3rd Base (Qualified)
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The Other Compelling Reasons
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 3rd Base (Qualified)
You can find many articles about compelling reasons in the Baseline Selling Tip archives. In nearly all of the articles, the focus is on identifying the prospects’ compelling reasons to buy from you. Do you remember the promotion that the Pork Industry used to run? – The Other White Meat.
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Blizzard to Tropical/Dud to Stud in 30 Days
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Motivation
Last Saturday, in blizzard-like conditions, we left Boston for a much needed family vacation. We arrived in the Bahamas three hours later to find sunny, tropical, 90 degree temperatures. Blizzard to Tropical in three hours got me to thinking, as usual, about selling which, for a lot of salespeople, has become more difficult in the past 90 days.
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Selling Value
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
Last week I received many emails requesting help after my offer to send along scenarios where readers were “stumped”. This email should benefit most readers:
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Beating Your Competition
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
It’s one thing to get the order, the account or the deal but it’s totally another thing to beat the competition for the business. But seller beware. If your idea of beating the competition is producing a lower price, the only one getting beat is you.
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Asking Questions
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
On Friday evening my wife and I entered an art gallery and were followed around by a very young sales clerk. Each time we looked at a painting, she felt compelled to tell us who the artist was, where he lived, why the gallery displayed his art, what she liked about him, why people liked his work and how much the piece sells for.
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How to Sell More Effectively
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
Every salesperson wants to be more effective – unless of course they’re looking for early retirement. A salesperson made a call on me that serves as a good example of what most salespeople could do better.
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Kurlan’s Law of Personal Sales Effectiveness
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Motivation
E=AP Effectiveness=Awareness x Persistence
Your awareness is how well you know your sales abilities; your skills and limitations as well as your weaknesses, the issues that prevent you from being as effective as you could be. The better you know those weaknesses and limitations, when they’ll get in your way, how they’ll get in your way, and how to push through them, the greater your awareness.