Search Results
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The Difference Between Sales Commitment and Desire
- November 18, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was explaining this difference to a client and the two findings, which we were comparing, were striking in their contrast.
The candidate in question scored 100 (off the charts) on Desire (how badly he wants to succeed in sales); yet, as low as he was high – 16 – on Commitment – his willingness to do what it takes to succeed in sales. So as you might expect, the client asked, “How can he score so high in Desire but so low in Commitment?”
Great question.
I’ll explain it in exactly the same fashion I explained it to him.
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Sales Traction – The Key to Measuring the #1 Sales Competency
- November 16, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the KPI’s I introduced in my Moneyball article two months ago was Traction, the ratio of suspects that become prospects. Using the Baseline Selling process, that is also the ratio of opportunities that move from 1st base to 2nd base. Translating that one more time, it is the number of 1st meetings that move to “we have a real opportunity here”.
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Top 7 Things That Consultative Sellers Do
- November 14, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A small group of experts, especially those that lack this competency themselves, believe that using this competency for selling is manipulative and counters being customer-centric. They are as entitled to their opinion as I am to mine. But remember, you simply can’t argue with science, data and results.
So which competency am I referring to?
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Top 15 Questions That Prospects Ask Themselves
- September 27, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Two questions for you: Are your salespeople consciously aware of the 3 mindsets and two categories, and have you checked as to whether they have appropriate approaches for each?
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If Andre Agassi was in Sales, Would He be Ranked #1?
- September 6, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We know Andre Agassi wouldn’t earn $40 million a year at selling, and he may not have been able to meet, never mind date his two superstar wives (Brooke Shields and Steffi Graf). But would he make a good salesperson?
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Sales Confidence – How to Ask Any Tough Question Anytime
- July 13, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ll share one of my secrets for asking any tough question, push back with confidence any time, challenge the CEO of any company, or even ask why your prospect wouldn’t just make the easy decision and go with either the market leading competitor or incumbent. Ready? Simply keep your pipeline stuffed – busting at the seams – no place to put the next opportunity. When you have enough opportunities in the pipeline you can say, ask or do anything – no worries. And that’s what it takes to differentiate yourself from everyone else. But when today’s opportunity is THE opportunity you’ll be afraid to say “boo” without worrying that you’ll mess up and lose the opportunity.
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What Customers Expect From Your Salespeople and More
- June 13, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
On average, salespeople have only 22% of the attributes required to be effective at selling consultatively.
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Can Your Salespeople Sell More Effectively by Asking More Questions?
- October 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
By now most executives understand the role and importance of questions in the sales process.
More questions? Okay.
Better questions? Sure.
Tougher questions? Makes sense.
Questions that result in the kind of conversations that none of your competitors are having with your prospects? Sounds great.
But can your salespeople do this?
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Top 3 Ways for Salespeople to Eliminate Competition
- October 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are three ways to eliminate increasing competition for a declining number of opportunities:
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Do Your Salespeople Have to Give Up Control to Their Prospects?
- September 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I disagree with his article when he implies that we should be resigned to the fact that there isn’t much to be done except building trust until the prospect is ready to engage.