selling skills

  • Nothing Beats This One Tool When You Can’t Sell Face to Face
    • August 19, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The “ABC’s” is an alternate term for fundamentals.

    Unless ABC stands for Afghanistan, the Border, and Crime. The US Government has seriously botched the ABC’s in 2021 and there’s no way to easily undo what’s been done.

    However, there are

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  • Where Can You Find the Best Salespeople?
    • September 28, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Maybe you drink the finest wines, stay at the most luxurious hotels, dine at the best restaurants, purchase the best brands and drive the fanciest cars. Or not.  Either way, you’ll at least want to know where you can find

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  • The Top 12 Factors that Cause Delayed Closings and What to Do About Them
    • September 25, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases.  Invariably, each drive back home has taken twice the time it should

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  • Customers Love to Buy – Why Do Salespeople Struggle?
    • October 2, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I just returned from the local car dealer.

    Have you ever noticed how happy people are when they are buying things?  What about you?  How did you feel the last time you took delivery of your new car?  Was it

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  • How Boomers and Millennials Differ in Sales
    • May 18, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I hate this article already – the last thing we need is another article to help us to understand Millennials.  Except for one thing.  Most of you reading this are Millennials and you probably need to better understand boomers.

    We’ve all

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  • Sales and Selling – Which Has Evolved More?
    • January 19, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Let’s compare the evolution of selling to the evolution of salespeople.

    Which do you think has evolved more?  After all, both have been around since there has been anything to sell.

    Selling was fairly late to evolve.  A formal sales

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  • Top 6 Reasons Why Most Sales Training Doesn’t Work
    • June 25, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you invest in sales training, especially now, you also need it to work now, not in 12 months.  Why does it take so long for most sales training to make a difference and why does most sales training fail

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