Search Results
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When Do Follow Up Calls Add Value
- July 31, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople tend to fall into one of three groups when it comes to following up:
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How a Mug of Dunkin Can Help You More Effectively Sell Value
- December 9, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest price. I hope you hate it when that happens. It’s a bad thing because while Bob was supposed to be selling value, a price-based conversation is transactional yet he’s supposed to be taking a consultative approach to support the value he provides. Would you like to guess what Bob did instead? Yup, he got them his best price. Ugh!
So what should Bob have done instead to turn this around and not waste everyone’s time?
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Why You Will Finally Pay the Price of Not Selling Value
- March 17, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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How to Sell Value, featuring Dave Kurlan, was awarded the Gold Medal for Top Sales & Marketing Webinar of 2016
- December 21, 2016
- Posted by: Kurlan & Associates, Inc.
- Category: News
Read more.
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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, and make the situation worse for themselves instead of better. We are going to review the case history of a salesperson who had an $85,000 solution that would increase company revenue from $10 million to $20 million. Despite promising a $10 million gain, he was unable to overcome what he heard from his prospect: “That’s too much money!” In this article, we will discuss how it’s done.
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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 it is so darn hard for companies to get their salespeople to sell value.
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Selling Value
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
Last week I received many emails requesting help after my offer to send along scenarios where readers were “stumped”. This email should benefit most readers:
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Selling Value
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
I receive a great number of emails on the subjects of beating the competition, increased competition, difficult competition, writing winning proposals, making winning presentations and selling value. In the end, if you can effectively sell value, chances are that you can handle the other challenges that come your way. The problem is that most salespeople don’t even understand the concept of selling value, never mind being able to execute it. This week’s tip explores some of the principals of selling value.
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Selling Value – Everything You Always Wanted to Know
- December 4, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So if not those topics, then what should we all be writing about – all the time – that would be a real difference maker for salespeople?
I believe that it’s the importance of and ability to sell value. Why, you ask?
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Selling Value – Everything You Always Wanted to Know
- December 3, 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 these stories then readers demand to know more.