Sales Coaching
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The Myth of Sales Habits and Competencies
- February 23, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If they realized that they had gotten out of the habit of doing anything, then did they really ever have a habit? When something is a habit, one always does it and nothing would prevent it from getting done. So it is far more likely that there was never, ever anything even close to resembling a habit.
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How Many Peddlers Do You Have?
- February 22, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How many peddlers do you have and when will you insist that they become more consultative?
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The Difference Between Good and Bad Sales Coaching Questions
- February 17, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When it comes to coaching salespeople, there are both good and bad questions that sales managers can ask to get the conversation started. Here are some examples:
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Can Music Make Your Sales Force More Effective?
- February 14, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some of these tunes go back more than 45 years! Some of them are not even favorites, yet they all have Time Machine capabilities. Does this happen to you too?
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You Coach But Do Your Salespeople Follow Through?
- January 31, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Following up with you is the respectful thing to do – it shows appreciation, that they didn’t waste your time, that they took action, that there was an outcome, that you were helpful. But what happens if they don’t follow up with you? If you don’t learn what happened?
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Top 10 Ways to Accelerate the Sales Process – The Need for Speed
- January 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’ve heard the expression “Speed Kills”.
All four scenarios lead to lousy sales outcomes. The surest way to create urgency, accelerate the sales process, eliminate the competition, get the prospect to self-qualify and spend more money on your solution, is to A B A N D O N the need for speed. You can do that by:
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Top 10 Outcomes When Salespeople Screw Up Selling “Value Added”
- January 25, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Value Added Selling is a wonderful thing – sometimes.
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Analogies for Boosting Sales
- January 21, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve created a series of some of my better analogies in the hope that they provide some of those “ah-ha” moments which are so valuable to improving your sales force.
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What Meteorologists Have in Common with Salespeople
- January 19, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Wow! A plowable snow event. No hype, no accumulation predictions, no mystery about the ever-moving rain/snow line, no warnings about treacherous travel, no details about the track of the storm and where it might go, just a “plowable snow event”. The excitement and exhaustion from the previous 3 storms had surely numbed her senses.
How does this apply to your sales force?
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Death Defying Sales Calls – Don’t Get Run Off the Road
- January 13, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Have a healthy degree of skepticism, push back and challenge everything you hear, especially when it’s what you wanted to hear, to avoid a case of happy ears.