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Most Requested
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
What do you think is the most frequently requested plea for help?
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What it Takes to Get Appointments
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
Without question, the most popular requests I receive each week are for help with making appointments and, specifically, creating positioning statements. For example, Pat and I traded about 6 emails over the past 10 days to get his positioning statements just right.
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How to Reach 2nd Base
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
The second base conversation is the least understood in the entire sales process. To reach 2nd base your prospect must need what you have, there must be compelling reasons to buy what you have, they must have compelling reasons to buy from you instead of your competition, and you must have S.O.B. Quality (stronger relationship, trust, credibility, expertise, caring and listening), developed by asking more questions than your competition, better questions than your competition, and tougher questions than your competition. Having done that, you will have differentiated yourself from all of them.
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Getting Your Calls Returned
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
About two years ago I published this tip with the most effective way to leave a voice mail message and get it returned. Read the tip before proceeding.
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Sales is Like an Obstacle Course
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments), Tactics - Scoring (Closing)
If you sell, then you encounter obstacles every step of the way. There are the prospects you can’t get through to, the same ones who don’t return your calls, and those who offer so much resistance that the obstacle appears to be more like a road block than an obstacle.
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Maximizing Referrals and Introductions
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
There has been a lot written about how to get referrals. I covered that ground in a new way in Baseline Selling, But once you have the referral, or preferably, the introduction, what is the best way to approach your new prospect?
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Dave Kurlan named a Top 50 Sales & Marketing Influencer for 2014
- January 15, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
For the second consecutive year, Top Sales World named Dave Kurlan one of the Top 50 Sales & Marketing Influencers in the World.
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Dave Kurlan’s blog named a Top 50 Sales & Marketing Blog for 2014
- January 15, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
Dave Kurlan’s Blog, Understanding the Sales Force, was named one of the Top 50 Sales & Marketing Blogs for the 2nd consecutive year by Top Sales World.
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OMG wins the Gold Medal for 2014 Top Sales Assessment Tool – 4th Straight Year
- January 15, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: News
For the fourth consecutive year, Objective Management Group, Inc. (OMG) earned the Gold Medal and was named the Top Sales Assessment Tool in the World by Top Sales Awards. Kurlan & Associates is a certified partner of OMG.
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Top 10 Sales Competencies
- January 15, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These aren’t the 10 sales competencies you read about and listen to all the time. No way! These 10 are hardly ever discussed, seldom, if ever written about, and the most difficult to learn. Ready?