Closing Skills
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The $370 Fuse: Broken Trash Compactor Offers Lessons to Fix Sales Problems
- January 12, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The Emergency
Last month, our kitchen trash compactor wouldn’t close properly and if it doesn’t close, you not only can’t compact the trash which defeats the purpose, the door remains open. I checked all the usual suspects, including debris on
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Only 11% of All Salespeople Do This at the End of a Sales Call
- December 2, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This will be the 18th consecutive year that we attend the Boston Ballet’s performance of the Nutcracker, and while it is the same performance every single year, it is a wonderful family tradition and we wouldn’t miss it for the
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Data Shows 1st Year Sales Improvement of 51% in this Competency
- September 18, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written extensively about how salespeople score in 21 Sales Core Competencies. Typically, both the articles and data are shared in the context of the difference between top salespeople and weak salespeople but rarely have I written about what happens… -
How the Cheesecake Factory Menu Can Make You a Better Closer
- September 13, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Have you ever visited a Cheesecake Factory? I LOVE the menu – they offer EVERYTHING. The downside is that because there are so many items to choose from, it’s difficult to decide what to order. That’s better than the options… -
12 Reasons They Didn’t Like You Enough to Buy From You
- July 28, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Everyone has had this happen…probably more than once.…You worked hard and smart, thought you did a great job, expected to win the business, but didn’t. Later, you learned that the prospect “Didn’t really like your style.”
It’s not at
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Sales Excellence: How to Close Anything and Everything in Any Vertical
- January 30, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was listening to CNN on Satellite Radio and an advertisement came on promoting How to Close Anything and Everything, no matter what you sell and who you sell it to. And to make their offer even more enticing –…