sales tips
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Can the Beatles Help You Close Big Deals?
- January 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some people didn’t care for any of the three and bought from alternative sources. Some preferred just one or the other. And some bought from all three. They were the big winners of their day. Who were they? Try The Beatles, The Beach Boys and The Rolling Stones. Check out the following table which, if they were traditional sellers, could have been used to tout their features and benefits.
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When, How and Why Salespeople Discount Products and Services
- January 6, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When I pick up the dogs, Heather gives me the bill. When it’s $140, I pay, she gets the dogs for me, and we leave. However, when the bill is $800, Heather gets really uncomfortable, and begins editing the invoice and always seems to get it under $650. Nice, right? Only if you’re a customer. If you’re Bob, the owner, who has no clue she is doing this, what must it be like for him?
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Your Sales and Sales Management Questions Answered Part I
- December 15, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In an article last week, I provided the post to a sales competency contest. The final question in that survey asked the participants for any sales issues they needed help with. Today I’ll answer the first four of those questions below:
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5 Steps to Coaching Your Salespeople Beyond Happy Ears
- September 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I posted this article about Diagnosing and Overcoming Happy Ears on the Baseline Selling web site. And last week I wrote this article about Happy Ears and an empty pipeline.
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Quote 85% Less – Sell 300% More!
- September 25, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Back in December I posted this article to my Blog on the concept of less being more. You should read that first.
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Avoid Mistakes, Take Action, Overcome Resistance
- August 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The Forbes Success Calendar for July 30, 2009 had the following quote:
“More people would learn from their mistakes if they weren’t so busy denying that they made them.” Anonymous
Great quote.
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Hit More Fairways and Close More Sales
- August 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Eric Dunn, my guest on this week’s Meet the Sales Experts Radio Show, stressed the importance of positive self talk, affirmations, and transformation as keys to sales success.
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How to be Memorable – Things to Do When You are Selling Yourself
- August 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Friday, Tom Schaff sent me something to show his appreciation. He reviewed my book, Baseline Selling, noted the story about the very first baseball game I ever attended, found the original program from that July 9, 1964 game, and sent it along. Wow! He also sent the actual banner that was hung to memorialize my favorite player from the 60’s, Tony Conigliaro.
That was a very moving gesture – Thank you Tom!
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One Surprising Key to Selling Value
- July 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Gary Harvey, my guest on this week’s episode of Meet the Sales Experts, has great advice for companies that are trying to avoid getting sucked into having the lowest price. His secret? Purchasing Agents have always told salespeople that they go with the lowest price. When he asks them why they do this, they always tell him the same thing. “Because it works on every other salesperson until we met you.”
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MLB All-Star Game Unveils a Sales Prodigy
- July 20, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Tom Schaff, Sales Development Expert in St. Louis, related a very funny story about events before and after the MLB All-Star Game. Here is Tom’s story: