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The 8 Figure Deal
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Running Home (Presenting)
Here’s a debriefing scenario that’s hot off the presses. Last week, an 8 figure deal was scheduled to close at the end of the month.
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Your Boring Presentation – Getting it Sold
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Running Home (Presenting)
I was watching television on Friday evening and found myself crying at the end of The Ghost Whisperer. Are you kidding me? Me? But then I thought about it and realized that this isn’t exactly unheard of.
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Urgency and Being Under Control Part 3
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Motivation
Continuing with our series on Urgency, today I’d like to talk about Urgency and your emotions. Jim Sasena, my director of operations at Objective Management Group, called my attention to the following matrix:
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Qualifying for Money
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 3rd Base (Qualified)
Have you been taught to ask a prospect, “…and what’s your budget?” or “Do you have a budget for this?” Perhaps you’re one of the brave salespeople who prefers not to ask, instead hoping that when it’s time to buy, the money will be there. In today’s Baseline Selling Tip, I will address the importance of financial qualification and demonstrate the most effective way to do it.
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When You Absolutely Have to Sell Something
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Motivation
Every once in a while an unusual case of urgency will overcome a salesperson, often brought on by a need for sales, money or recognition. Whatever the reason, this urgency to sell usually creates a change in behavior. What would you do if you absolutely had to sell something – soon?
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Counter Measures for Pricing Demands
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 3rd Base (Qualified)
I was in Chicago, presenting two talks on selling; Closing and Creating Urgency. In the second talk I walked them through a Baseline Selling Tip,”First Impressions”, from several weeks ago. I was asked, “but what if the decision maker says ‘I want to save us both a lot of time. We’re looking for the lowest price.’?”
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How to Justify Your Higher Price
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 3rd Base (Qualified)
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The Other Compelling Reasons
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 3rd Base (Qualified)
You can find many articles about compelling reasons in the Baseline Selling Tip archives. In nearly all of the articles, the focus is on identifying the prospects’ compelling reasons to buy from you. Do you remember the promotion that the Pork Industry used to run? – The Other White Meat.
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Blizzard to Tropical/Dud to Stud in 30 Days
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Motivation
Last Saturday, in blizzard-like conditions, we left Boston for a much needed family vacation. We arrived in the Bahamas three hours later to find sunny, tropical, 90 degree temperatures. Blizzard to Tropical in three hours got me to thinking, as usual, about selling which, for a lot of salespeople, has become more difficult in the past 90 days.
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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: