Dave Kurlan

Today I posted a case history that very effectively illustrates exactly what happens when your salespeople don’t identify their prospect’s compelling reasons to buy and how costly that can be.  This article also explains how simple it would have been for the salesperson to identify the compelling reasons and profitably make the sale.

Rick Roberge posted this on his TheRainmakermaker.com Blog about Entrepreneurs that (have to) sell and the frustrations they have balancing work and life.

I am so sick of hearing salespeople say that they had a great conversation with a prospect.  Do you know how rarely those good conversations convert?

But this is a Blog about Understanding the Sales Force so how does Gloria Steinem’s speech tie in?  One of her many insights referred to what women should say (to themselves) when they look at themselves in the mirror.  She urged them to say things like, “I see a business owner” or “I see a candidate” instead of “I look fat.”

Well, that’s exactly what you need your salespeople to do each morning if you want them to become over achievers. 

One of the things I always liked about reading this monthly magazine for the wealthy is its ability to humble me.  Whenever I think I’m doing OK, all I have to do is look in there and see homes, cars, boats, planes, jewelry, adventures, vacations, and even phones that are out of reach.