sales effectiveness Archives - Page 4 of 7

Phone Prospecting – the Key to Scheduling Meetings

May 23, 2017
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Today, a salesperson left a voicemail message and he didn’t sound bad; but his strategy and script were awful. Listen to the message below and try to identify what was wrong. Then watch the video below to hear me talk getting your prospects to pay attention and engage with you on the phone.

The Fastest and Easiest Way to Reach Sales Greatness

January 17, 2017
Posted by: Dave Kurlan
Category: Understanding the Sales Force

One of the things I hear an awful lot is, “Dave, how do you write so many articles?”

1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work. The secret behind that kind of prolific writing can actually help you too – to find and close more business, sell more consultatively, qualify more thoroughly, and earn more money. Would you like to know what that secret is? I’ll share it below.

How Learning to Drive Can Help You Achieve Sales Mastery

January 9, 2017
Posted by: Dave Kurlan
Category: Understanding the Sales Force

I was on the phone with a client who spent some time telling me about how he follows the sales process, prepares the questions he wants to ask, makes sure he remembers to thoroughly qualify, prepares and plans his presentations and considers all of the possible objections he may encounter along the way.

That’s all well and good – but it’s too complicated. It’s much more like driving a car. Let me explain:

10 [More] Tips to Help You Sell More and Get More Done Than Anyone Else Part 2

January 5, 2017
Posted by: Dave Kurlan
Category: Understanding the Sales Force

To start the year off I posted My Top 10 Tips to Help you Sell More and Get More Done Than Anyone Else. I received so many thank you notes and emails expressing appreciation for that post that I decided to share 10 more tips for those who have the capacity to become even more efficient.

Top 10 Tips to Help You Sell More And Get More Done Than Anyone Else This Year Part 1

January 3, 2017
Posted by: Kurlan & Associates, Inc.
Category: Understanding the Sales Force

I’ve always outworked everyone in my own companies so both of these quotes resonated with me. At the same time, hard work alone isn’t enough. You must also be smart and efficient about what you work hard on. For the first article of 2017, I thought it would be helpful if I shared how I get more done than anyone else I know.

Most Salespeople Are Wrong about the Concept of Being Willing to Walk

October 31, 2016
Posted by: Dave Kurlan
Category: Understanding the Sales Force

At some point in most training programs we talk about being willing to walk away. In addition to being part of a Kurlan led sales training program, the willingness to walk away is a major focus of any training program on negotiation as well. But most people in sales don’t really understand the concept of being willing to walk, how it plays out, and what to do when you get there. I would love to share my thoughts on this below.

The Crucial Selling Skill That Nobody Talks About

October 14, 2016
Posted by: Dave Kurlan
Category: Understanding the Sales Force

I couldn’t care less because the tool looked lame and if he thought that he was going to hurt my feelings with his threat to remove my name he is as stupid as he is impatient. And patience is what I want to talk about today.

I Admit it – Why Words in Selling Really Are Important

October 5, 2016
Posted by: Dave Kurlan
Category: Understanding the Sales Force

When it comes to words, there was probably nobody more clever than the comedic genius George Carlin. The video below is the funniest and best example of his use of words. Watch that and then we’ll talk about how the same premise applies to sales.

Big Data and Big Lies Have Arrived in the Sales Training and Assessment Space

June 3, 2016
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Yesterday I received an email that you might have received too. It was a promotion from Top Sales World (TSW) to download a “Free Big Data-Driven Sales Training Report for Your Industry.” TSW was simply the messenger in this case, with the provider being The Sales Board. Like many of you, I clicked through and saw that their report was based on their assessments. And this is where it got really interesting for me! Their website read an awful lot like OMG’s – only the numbers were very different…