selling value

  • This Simple Strategy Will Sell Your ROI and Value Proposition Every Time
    • March 7, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Most salespeople can calculate ROI and explain it to their prospects, but many of them find it equally difficult to articulate that same ROI after they have been presented with a price objection.  They become defensive, review features and benefits,

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  • Breaking News – More Salespeople Suck Than Ever Before (and Why)
    • February 29, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Saturday evening, I was driving my car and listening to the radio when a song played that I hadn’t heard since the 70’s.  It occurred to me that long before the advent of rap music, Charlie Daniels must have been 

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  • Price Quotes and the Inability of Salespeople to Sell Value
    • October 19, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last week, I was training a sales force to sell value – an absolutely revolutionary concept – when the unthinkable happened, not once, but twice in the same training.  As incredible as it was to me, it clearly illustrates why

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  • Selling Value – Everything You Always Wanted to Know
    • December 4, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Some news stories just don’t go away.  Today those stories include Ferguson, Bill Cosby, ISIS and The NFL’s Domestic Abuse Problem.  There is also Obamacare, Immigration and Ebola.  They remain in the news more because the media continues to milk

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  • Top 5 Sales Issues Leaders Should Not Focus On
    • November 19, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Did you ever watch Peyton Manning, Tom Brady or Aaron Rogers have a bad day at Quarterback?  Did you notice that the following day, everyone was saying that he sucked?  While it’s possible that these three Quarterbacks could have a

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  • The One Thing Most Salespeople Are Unable to Do
    • October 27, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Can you guess what it is – the one thing most salespeople are unable to do?

    Based on what I most frequently write about, you might think that it would be consultative selling, but that’s not it.  You might also

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  • Top 10 Reasons Why Salespeople Let Price Drive the Sale
    • May 10, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    valueSelling value.  

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  • Is Selling Difficult or Easy? It All Depends on Your Definitions
    • April 2, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    confusedPeople are easily confused.  Take selling for example.

    If I state that selling is difficult, the top 26% of your salespeople will agree.They are very aware of their sales process, as well as the importance of following it and achieving

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  • Why Your Lowest Price Can Be a Barrier to Closing Sales
    • August 2, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Price Comparison and Sales ContextIt’s not really the price as much as it’s the context for which that price is provided.  Let’s take mobile apps for example.

    $9.99 on its own seems very inexpensive, but with apps available for $3.99, $1.99, $.99 and even

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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

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