objections
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10 Unfavorable Selling Conditions That Prevent Sales Success
- March 25, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…College baseball is in full swing and my wife and I watched our son and his college team play eight games over the past 10 days as they traveled from Orlando, FL, to Saratoga Springs, NY. While one of the
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Most Companies Can Boost Sales From 30-100% in Just One to Two Years
- September 10, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Your teenage daughter, growing 4-6 inches per year, asks for two new pairs of sneakers. She’s already outgrowing 3 pairs each year and these two, which are completely unnecessary, would keep her in fashionable footwear for only a few months.
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Objections – 10th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
- October 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is the 10th in my series of the 10 Kurlan Sales Competencies That Are Key to Building a Sales Culture.
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Happy Ears or an Empty Sales Pipeline?
- September 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Very often, when an opportunity dies, salespeople will ask their managers or me for help.
After debriefing, when it’s clear that the opportunity is hopeless, and the salesperson continues to ask for help, still wants to schedule another meeting, and
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Good News About the Economy Positively Impacts the Sales Force
- March 31, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I often get to see things six to twelve months before they happen. When manufacturing placed projects and orders on hold as they did last October, it’s easy to predict that it will trickle down and impact everyone else over
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What Have Your Salespeople Been Listening To?
- October 28, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In my position as a sales development thought leader and expert I get to hear what many salespeople in many industries are encountering for resistance. In the last few weeks I’ve heard way too much about deals getting suspended due