Consultative Selling
-
The Power of Smart Differentiation in Sales
- March 19, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In a previous article, I wrote about the one question that can help salespeople differentiate themselves from the competition. On the heels of that article, one interesting theme from the emails I received was the importance of differentiation. Some questioned whether I was exaggerating the importance of differentiation and I think that’s a great topic for discussion!
In order to weigh the benefits, let’s look at the current political landscape.
-
Salespeople Make This Mistake – The Dumb Question I Was Asked in a Hotel Restaurant
- February 15, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I pulled up to the entrance of the Doubletree Hotel, greeted Chris, and we walked into the hotel restaurant. As we approached the table, a well-meaning server asked, are you an Honors member? I said, “yes.”
A moment later she returned and said she couldn’t find me in the system. She asked me to spell my name, went back to her computer, and returned again, saying, “I can’t find your reservation in the system.”
I explained that I wasn’t a hotel guest and we were here for breakfast. “Oh, then you’ll have to pay for your breakfast!”
“OK,” I said. After all, I was expecting to pay for breakfast!
Can you imagine how much simpler it would have been if her first question was, “Are you staying with us?”
Salespeople make the exact same mistake. How do I know? I can prove this with several examples.
-
Do the Least Informed Salespeople Have the Loudest Voices
- January 22, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do the least informed among us have the loudest voices?
Consider two very different salespeople working a new opportunity.
-
Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy?
- December 10, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Between 2010 and 2016, and soaring revenue during 2017-2018, the percentage of reps making quota has not only remained flat, but the percentage hasn’t even returned to pre 2008 rates. This article attempts to explain why.
-
Would Henry Ford be Able to Sell Cars Today?
- November 29, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What would Henry Ford think if he were alive today? I’m thinking that he would ask, “What the hell happened to my motor car and what are all these SUV’s, crossovers, smart cars, hybrids and electric cars? And what are all these pictures, icons, buttons, knobs and dials for?” I think he would also say, “So let me get this straight. You need to pay for a government issued license and pass an exam to operate it? You need to register the motor car with the government and pay for that too? You need to buy insurance before you can use it? You have to pay an excise tax to your city or town to maintain ownership? And they sell for how much? Holy shit! What did they do to my Model T? I innovated a car, not a home on wheels!”
-
The Top 12 Factors that Cause Delayed Closings and What to Do About Them
- September 25, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Delays, delays, delays. Nearly every coaching call with a salesperson is about a delayed closing. Nearly every coaching call with a sales manager is about a salesperson with a delayed closing. Everyone wants to know what to do about the delayed closing but that’s the wrong question. Everyone should be asking these two questions instead.
Was it really delayed or were we overly optimistic about if and when this opportunity would close?
What steps can we take to prevent delayed closings? -
Finally! Science Reveals the Actual Impact of Sales Coaching
- September 7, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You must have heard the joke that 73.6% of statistics are made up!
I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!
-
Do the Best Sales Managers Have the Best Salespeople?
- August 27, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when we ask the same questions about weak leaders?
I dug into a subset of data from Objective Management Group’s (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best salespeople. I was surprised and disappointed by what I found. Check this out!
-
New Data Shows That Elite Salespeople are 700% Less Likely to Do This
- August 20, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How effective are salespeople when it comes to creating urgency? I’m not talking about salespeople who create urgency by telling their prospects that if they don’t order today the price will go up or it won’t be available. I’m talking about salespeople who create urgency by asking questions to uncover problems, the consequences and cost of which, create urgency.
-
Discovered – Data Reveals the Second Biggest Obstacle to Closing More Sales
- May 7, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere. 5 of my last 10 articles were based on data and I know that my regular readers love the articles that are based on data so I am writing about data again today.