Understanding the Sales Force
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Entrepreneurship
- March 29, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Did you experience any similar conditioning averse behavior when you were younger? In hindsight, can you recognize that you behaved in ways that would lead you to the business you’re currently in?
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When Salespeople are Struggling
- March 21, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are dozens of reasons why performance among salespeople falls short of requirements or expectations. Your salespeople should over achieve, not under achieve.
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Great New Book on Selling – The Inside Story
- March 15, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My research and statistics from evaluating 250,000 salespeople revealed that 74% of all salespeople are ineffective.
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What Salespeople Can Learn From Dogs
- March 12, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Many salespeople could learn the art of timing from Bloomie. Back in the days when I was the primary producer for my company, Bloomie would join me in the conference room for every sales call. At the point in time where I had my prospects feeling most uncomfortable with their situations, Bloomie would awaken from her slumber, wiggle her butt in the air, make some hilarious sounds, wait for the prospect to laugh, and then lay down and go back to sleep.
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Sales Candidate Doesn’t Qualify
- March 10, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Don’t allow yourself to be influenced by your feelings when the evidence suggests otherwise.
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The Sales Call Gone Bad
- March 9, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When most salespeople talk about calls gone bad they’re often talking about sales horror stories, a trend developed by Dan Seidman at Monster Sales News. I believe that any sales call that fails to move forward (next step, base or stage) is a bad call. When a prospect ‘didn’t hear anything that interested him’, one of two things happened:
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Losing Customers – Who is to Blame?
- March 8, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most companies experience losing important customers or clients at some point in time and statistics can certainly support a claim that you can’t keep every customer happy. But it’s that justification that usually hides the real problem, a problem that can duplicate itself again and again.
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Closing the Sale
- March 4, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The interesting thing about this list is that most of the topics have little, if anything to do with closing. As a matter of fact, if a salesperson is effectively executing the process of selling, all of these topics are dealt with long before a salesperson determines that an opportunity is even closeable.
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Shorten the Sell Cycle by Slowing Down the Selling Process
- March 3, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople hear the first examples of what they believe are compelling reasons to buy, get excited, and skip the most important part of the sales call, rushing into a trial close. Well, the salespeople might be ready to close, but the prospect isn’t! Let me give you an example:
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Sales Meetings – How Should They be Conducted?
- February 15, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Here’s what I suggest for a one-hour, concise, controlled, formatted, results-orientated sales meeting: