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Dealing with No Response or Negative Response
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
Here’s a real email thread. The names of the client and the prospect have been changed. I was the salesperson. I have reorganized the sequence so that you can start at the top and scroll down. I added my comments in red.
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Great Presentations
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Running Home (Presenting)
Once upon a time I was a musician and between the ages of 15-25, had two bands that performed at weddings and functions. One of the frequent requests I receive is for tips on speaking and I believe that conducting presentations is very similar to speaking so it probably applies to all of my readers.
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Getting Heard and Getting Through
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
My team and I train and coach a lot of salespeople and sales managers. Lately, there is no mistaking the two most popular requests for help.
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Overcoming Happy Ears
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 3rd Base (Qualified)
You or someone you know likely suffers from Happy Ears. This syndrome is not as easy to diagnose as prospecting and closing problems, which are as obvious as your next commission check. No, Happy Ears lurk undetected beneath the surface, presenting symptoms like bad luck, lying, the competition, status quo and pricing to throw you off track. The first order of business is to determine whether you have Happy Ears.
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Most Requested
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
What do you think is the most frequently requested plea for help?
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What it Takes to Get Appointments
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
Without question, the most popular requests I receive each week are for help with making appointments and, specifically, creating positioning statements. For example, Pat and I traded about 6 emails over the past 10 days to get his positioning statements just right.
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How to Reach 2nd Base
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
The second base conversation is the least understood in the entire sales process. To reach 2nd base your prospect must need what you have, there must be compelling reasons to buy what you have, they must have compelling reasons to buy from you instead of your competition, and you must have S.O.B. Quality (stronger relationship, trust, credibility, expertise, caring and listening), developed by asking more questions than your competition, better questions than your competition, and tougher questions than your competition. Having done that, you will have differentiated yourself from all of them.
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Getting Your Calls Returned
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
About two years ago I published this tip with the most effective way to leave a voice mail message and get it returned. Read the tip before proceeding.
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Sales is Like an Obstacle Course
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments), Tactics - Scoring (Closing)
If you sell, then you encounter obstacles every step of the way. There are the prospects you can’t get through to, the same ones who don’t return your calls, and those who offer so much resistance that the obstacle appears to be more like a road block than an obstacle.
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Maximizing Referrals and Introductions
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
There has been a lot written about how to get referrals. I covered that ground in a new way in Baseline Selling, But once you have the referral, or preferably, the introduction, what is the best way to approach your new prospect?