Consultative Selling
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3 Steps You Must Take Today to Save Your Company From This Economic Downturn
- March 12, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter Minimum (how stupid!). We’re not going to discuss any of those threes today but we will talk about the three things companies must do, right now, in this quickly disintegrating economy, to drive revenue.
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Is Your Sales Force More Like a Dunkin’, Starbucks or Panera Drive Thru?
- January 21, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This all begs the question, is the sales force at your company more like the Dunkin’, Starbucks, or Panera drive-thru? Today’s article will explain how to answer that question.
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The Most Successful Negotiation is The Negotiation That Isn’t Needed
- December 9, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This week, one company said that their terms are Net 75. I said, “I’m sorry, but we can’t solve your problem and be your bank. Our terms are due on receipt of invoice and it’s non-negotiable.”
They said, “Oh, OK.”
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The Top 15 Sales and Sales Leadership Articles of 2019
- December 4, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow
- September 18, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it.
Unfortunately, the same isn’t necessarily true in sales.
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Using the Most Powerful Sales Tool to Get What You Want
- September 16, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Leverage is the most powerful tool in your sales tool box because with leverage comes urgency and after you have urgency your prospect will qualify so easily you won’t believe it. They’ll ask, “What do you need from me?”
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Change in Approach Leads to 304% Increase in Sales Effectiveness
- September 9, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’re famished and someone suggests that you go on a 2-day fast!
You’re late, it’s a two-hour ride by car to your destination and someone suggests that you walk!
You’re exhausted and ready for a nap and someone suggests you should clean out your basement!
You’ve decided to eat better and lay-off carbs, and someone suggests ordering pizza!
These are all crazy opposites of what you were focused on and they cause you to ask, “whaaat?”
So now you’ll understand how I responded when, during a two-day training program, I was asked about messaging for a talk track.
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How All Those Trucks on the Road Can Help You Stop Discounting
- August 5, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have an awful lot to say about incentives to buy!
The occurrences are as predictable as the 6pm news beginning exactly at 6pm. If you have opportunities in the pipeline during the last week of the month, the last week of the quarter and the last two weeks of the year, and your prospects showed a strong likelihood of moving forward, they’ll be sitting back waiting for a call from a salesperson or sales manager to sweeten the pot so that you can get this deal in before the end of whenever. How lame. -
How to Know if You Are You Really Selling Consultatively
- June 4, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. At the same time, they insist that they talk about it often and that their salespeople are doing OK with a consultative approach. OMG’s Sales Force Evaluation usually reveals that they aren’t doing much more than talking about it, as their scores for the Consultative Seller competency are quite low.
How can you determine if you or your team are being effective at using a consultative approach? I created this list of outcomes that would be true if your consultative approach was working effectively. You and/or your salespeople are :
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The 14 Lies Preventing Salespeople From Getting Their Prospects into a Buying State of Mind
- May 17, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let’s cover some of the lies being told to companies with sales organizations and how those lies prevent sales organizations from being their best. Over the past 10-20 years, we have seen and heard the following proclamations (and you can find most of them with this Google search link: