handling objections

  • Why Do Salespeople Use Facts and Logic to Combat Objections?
    • October 17, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The easy answer to the title question is that they have been trained to do that since they first arrived at sales kindergarten.  Whether talking points, bullet points, inarguable facts, competitive differences, ROI, value proposition, brand promise or cost of

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  • A Perfect Way to Handle Objections, Challenges and Push Back
    • November 11, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    We watched the GOP Debate last night (I know the photo is from an earlier debate). I remember saying to my wife, “This isn’t a debate – all they’re doing is answering the questions being asked.”  And then, all of

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  • Apply Jack Reacher to a Modern Sales Approach
    • June 23, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’m a big fan of the Jack Reacher thrillers and movies. Perhaps you’ve seen one of them…

    While reading Lee Child’s Reacher book, “Personal”, I saw a huge connection between how the Jack Reacher character survives and succeeds on all

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  • Two Fantastic Examples of Addressing Sales Objections
    • December 5, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    objectionsI’m exposing myself to criticism again today.

    It seems that each time I use a political example, I’m attacked for making a political statement.  However, I never made a political statement on this blog.  I simply use examples, from both

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