• How Sales Coaching Utilizes a Quid Pro Quo

    • October 24, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Quid pro quo is all the rage.  The news networks are pointing to and from quid pro quo and arguing whether it was or wasn’t implied.  Regardless of which side of the political spectrum you’re on, you’ve probably heard it plenty more than you need to. 

    Could there be a sales coaching lesson here?

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  • Putting Some Hollywood into Your Sales Presentations

    • June 18, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last week I wrote about First Impressions and today’s topic is presentations.  That’s quite the change in direction from Consultative Selling, Sales Process, Assessments, and Performance.

    What do Bohemian Rhapsody, Rocket Man, Miracle and Argo have in common and what do they have to do with selling?

    What do Unbroken, Hunt for Red October, and A Few Good Men have in common and what is their relation to selling?

    Let’s tackle the issue of presenting your solutions to two different audiences:

    Those who are very familiar with what you have, what you do and how it works;
    Those who are unfamiliar with what you have, what you do and how it works.

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  • 10 Reasons Why Salespeople Hallucinate

    • May 15, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I saw something that simply wasn’t there.  A figment of my imagination.  You could even call it a hallucination.

    Salespeople frequently have hallucinations where they think there is something there, like a great opportunity, and in reality, there isn’t anything there.  Not even close.  And then there are the salespeople who don’t see an opportunity when there is actually a great one hiding in plain site.

    Let’s talk about the many reasons that these scenarios occur.

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