building value

  • Using the Most Powerful Sales Tool to Get What You Want
    • September 16, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity.  James Spader stars as international bad-guy Ray Reddington.  He’s on the top of the FBI’s most-wanted list but works

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  • This Simple Strategy Will Sell Your ROI and Value Proposition Every Time
    • March 7, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Most salespeople can calculate ROI and explain it to their prospects, but many of them find it equally difficult to articulate that same ROI after they have been presented with a price objection.  They become defensive, review features and benefits,

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  • 10 Sales Competencies of Steve Jobs
    • August 21, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    steve jobsI read the Steve Jobs biography and although he was a very talented designer, innovator and inventor, it was clear to everyone who worked with him, and even to Jobs himself at the end of his life, that he was

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