Search Results
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Book Chris
- November 23, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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A Perfect Way to Handle Objections, Challenges and Push Back
- November 11, 2015
- Posted by: Dave Kurlan
- Categories: Politics and Sales, Understanding the Sales Force
We watched the GOP Debate last night (I know the photo is from an earlier debate). I remember saying to my wife, “This isn’t a debate – all they’re doing is answering the questions being asked.” And then, all of a sudden, a debate broke out, and what did the brilliant moderator do? He said, “I’m sorry, we need to move to the next topic.” We finally got ourselves a debate and they want to stop it!”
Consider the majority of salespeople and their single biggest skill gap. Even when they are aware that today, a consultative approach to selling is necessary, and even if they actually use a consultative approach, all too often, this is what happens:
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The Crucial Channel Sales Strategy You Can’t Get Wrong
- October 29, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
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Price Quotes and the Inability of Salespeople to Sell Value
- October 19, 2015
- Posted by: Dave Kurlan
- Categories: Bob Chronicles, Understanding the Sales Force
Last week, I was training a sales force to sell value – an absolutely revolutionary concept – when the unthinkable happened, not once, but twice in the same training. As incredible as it was to me, it clearly illustrates why it is so darn hard for companies to get their salespeople to sell value.
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Is Benchmarking or Perfect Fit Analysis More Predictive for Selecting Great Salespeople?
- October 7, 2015
- Posted by: Dave Kurlan
- Categories: Sales Assessments Compared, Sales Data and Science, Understanding the Sales Force
I will actually show you the difference between benchmarking and the Perfect Fit Analysis that we use as proof to clients and to customize Objective Management Group’s (OMG) Sales Candidate Assessments.
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Very Alarmed Over the Latest Data on Sales Forces
- September 16, 2015
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
Almost two weeks ago I weighed 188 pounds, gained 5 pounds over the 4-day Labor Day weekend and last Tuesday was up to 193. I ate well, lost 3 pounds over the next 3 days, went into the following weekend at 190, gained 5 pounds again and was at 195 at the beginning of this week. In other words, the good eating I manage during the week is all for nothing as my bad eating over the weekends cancels it out.
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Driving, Asking Questions, Inside Sales, and Sales Process with a Twist
- September 8, 2015
- Posted by: Dave Kurlan
- Categories: Sales Process, Understanding the Sales Force
“You’ve been driving a car since you were a teenager, but your cars have always had an automatic transmission and you’ve always driven on standard roads. Now we will ask you to drive a much larger car, drive it at faster speeds, on an obstacle course, with people in your way. Oh, and one more thing – for the first time, you’ll be driving a six-speed manual transmission. You might be afraid to take your foot off the clutch and put the car into first gear because, if you’re not careful, you might kill those people standing in front of your car!
“That’s how salespeople sometimes feel when they need to be liked and are expected to ask their prospects some really difficult questions. Salespeople think someone will be killed – and they worry that it might be them!”
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Advanced Sales Hacks to Take Your Sales Game to the Next Level
- September 2, 2015
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
In mid-August, I hosted approximately 20 veteran sales experts at our office in the Boston area. They were there to spend two days with me, hone their skills, and get coached up – some more. Again. They come every year! And each year, we not only accomplish that, but we usually come up with something new for them to bring back and take for a drive. Today, I decided to share one of the things we worked on this year.
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Why Inbound and Inside Sales Experts Think Sales Process is Dead Too
- August 18, 2015
- Posted by: Dave Kurlan
- Categories: Junk Sales Science Debunked, Sales Process, Understanding the Sales Force
I love and use some of their tools and services and recommend them to clients too. But the key word here is tools. They support and enhance selling. Tools don’t replace selling.
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The Science of Sales Selection vs. the Marketing of Modern Selling
- August 14, 2015
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
I started with more than 100 sales-specific findings and narrowed them down to the 18 findings and scores that clearly differentiated their tops from their bottoms. A mistake made by behavioral scientists and sellers of personality and behavioral styles assessments is that they only look at top performers and identify common traits. They fail to realize that the bottom performers have the same personality traits and behavioral styles as the top performers and none of those traits or styles are predictive of sales performance.
