closing
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Top 11 Reasons Why Salespeople Fail to Close Sales
- September 19, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Today I coached a salesperson who thought he had call reluctance – but I didn’t agree. He was pushing through, making calls – although not as many as he should. He has some need for approval – but since he
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Most Salespeople Suck at Selling – Is it Worse Than Ever?
- August 26, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Last year I wrote this short article on the difficulty that salespeople have getting their voice mail messages returned. In May, this article addressed the subject in a different way. Two years ago I posted a related and very powerful -
Why the Relationship is So Important to the Sales Outcome
- September 30, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Many people have written extensively on the topic of relationships and selling. One common topic is that people only buy from people they like and the other is how to develop strong relationships. There is nothing wrong with either of
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How to Close the Deal that Your Salespeople Can’t Close
- August 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Sometimes, when your salespeople are trying to close a sale, the deal stalls, gets put-off, or simply doesn’t close. This is followed by, well, follow up, leading to more put-offs. There are many reasons why this happens but for the -
Top 20 Requirements – How Salespeople Can be Better at Closing
- June 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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If you were to ask most executives for one thing that they would like their sales force to do better, you would likely get one of two answers: -
Why You Should be Scared When Your Salespeople are Closing Sales
- February 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Most senior executives get excited when a lot of business starts to close all in a fairly short period of time. They think:
- Momentum
- Cash Flow
- Best Practices being executed
- Processes being followed
- Strategies being executed
- Tactics being utilized
- Salespeople
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The Latest Fiction for the Sales Force – No More Hunters and Farmers
- September 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead.
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Seth Godin Reinforces the Proper Sales Process
- March 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Seth Godin posted this article last week. Read it it’s very short and a very good story.
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Your Salespeople Call on the Wrong People and Expect Them to Buy
- October 30, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I speak quite often to groups comprised primarily of CEO’s and Presidents. Yesterday was a good example of that, with about 100 people in the audience. There were 35 No-Shows, most of whom did not have the title of President
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The Sales Process, Closing More Sales, Raising Expectations
- September 29, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Today I was interviewed by Lee Salz, host of Secrets of Business Gurus, an internet radio talk show. Today’s topic was “Sales Process Home Runs“. (It’s so nice whem my interviewers tie baseball into our interviews!)
Last year I wrote 
If you were to ask most executives for one thing that they would like their sales force to do better, you would likely get one of two answers: