Search Results
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Does Fear Prevent Salespeople From Executing Your Sales Plan?
- April 22, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These are just a few examples of self-limiting sales management beliefs! Is it possible that you or your sales managers have some of them?
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How Many Salespeople Made Quota in 2010?
- February 21, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This study is basically saying that during one of the worst recessions ever, an all-time high percentage of salespeople hit their numbers. I don’t buy it and here’s why.
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What Are Sales Intangibles?
- February 16, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Once in while an individual will fall outside the normal range of assessment results. That usually means either one of two things;
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Analogies for Boosting Sales
- January 21, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve created a series of some of my better analogies in the hope that they provide some of those “ah-ha” moments which are so valuable to improving your sales force.
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Sales and Sales Management Simplified
- December 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In this article I make sales and sales management as simple as possible using some baseball analogies.
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Top 10 Reasons Consultative Sellers Outsell Everyone Else
- October 1, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Have you ever worked with salespeople that were so bad you thought, “She couldn’t close a door!”? And have you ever worked with salespeople that were so good that you thought, “She could sell white to rice!”?
There’s a good chance that the difference has less to do with their closing skills and much more to do with their ability to build a late stage relationship in the earliest stage of the sales process – the first meeting.
So what do they do? Here are the top ten things they do:
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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.
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Which Salespeople Use Bad Judgment and Burn Bridges?
- June 30, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You want your salespeople to get decisions instead of taking stalls, put-offs and objections. Some of your salespeople are better at this than others. I’ve written extensively about the difference between the required skills versus the strengths that support closing, as well as recognizing and dealing with put-offs. Today, I will discuss the difference between not getting the desired reaction or behavior, not getting a decision and burning a bridge.
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Game Seven – There is No Tomorrow with This Sales Opportunity
- June 18, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Don’t turn opportunities where there IS a tomorrow into a desperate, “How much of a price concession do we have to make?”, last ditch effort to close it today scenario, but do turn a customer/prospect-initiated deadline into a Game 7 scenario where you do whatever it takes to earn that business!
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Customer Service Neutralizes Efforts of Your Sales Force
- April 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I am more convinced every day that the most overlooked and under-rated sales function in most companies is their customer service department.
This extends beyond toll-free phone numbers and includes the people you meet when you walk into a company’s retail locations too.
When was the last time you ended a conversation with customer service feeling thrilled that you were a customer of companies like Dell, Verizon, USAirways, Charter or Microsoft? Would that change if I typed Apple instead of Dell?