overcoming rejection

  • Rejection: Does Selling Cause More Anxiety Than Dating?
    • July 29, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    rejection2

    Do you remember dating?  Back in the day, when you couldn’t hide behind a text or an email, the three most common questions that teenagers would ask their friends were, “What if she says ‘no’?”, “What if he doesn’t call?”

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  • The Unusual Case of Arturo – How He Sabotaged His Own Sales
    • July 26, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    ArturoOne of my clients owns a Mexican company which provides phone, video conferencing and surveillance equipment to integrators and end-users.  During the height of the violence in Mexico, Arturo was kidnapped and held, bound and gagged, at gunpoint.  He was

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  • The Longest Sales Cycle Ever – How They Closed the Deal
    • May 3, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    $25 MillionToday I heard a true story about one of the longest sales cycles ever.  This particular team attempted to reach their target but couldn’t get through to the decision maker.  Rejected, they didn’t give up,  and they didn’t take ‘no’

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