Search Results
-
What Happens When You Try Too Hard?
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Strategy
If you are in an industry that has been impacted by the recession, and you are doing everything possible to continue to bring in revenue, then you are working twice as hard, twice as long and twice as smart. If not, you are probably failing right now. Twice as long is plenty obvious. Twice as smart means planning the strategies and tactics you’ll use for each opportunity. But what about twice as hard? Is that working twice as hard today and tomorrow or is that working twice as hard with every prospect?
-
Perseverance
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Motivation
I evaluated a salesperson who was highly regarded by his company. The evaluation indicated that he had little in the way of hunting or closing ability, possessed all of the biggest selling weaknesses and had conditional commitment. Why was he so highly regarded?
-
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.
-
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.
-
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:
-
The Rule of Cause and Effect
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
In a recent training program we focused on closing. Each attendee was asked to identify an account they felt was “ready to close”. Not surprisingly when asked “what the compelling reason for action” was many were unable to clearly identify the real issue and it’s impact.
-
Speaking
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
-
What if the Technique Backfires?
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
Salespeople react very differently when it comes to sales techniques. I think it’s because most salespeople don’t really understand the part of selling that relies on techniques. I’ve seen it over and over again in my 21 years in the sales development business – salespeople hear the technique, learn the technique and use the technique. The problem is, that’s not the purpose of a technique. You shouldn’t ever have to use a technique!
-
What The Experts are Saying
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
-
Selling Commodities
- January 20, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
I get many emails from people who are selling products that always were or have recently become commodities. Most salespeople, when faced with a commodity sale, try to provide reasons for a prospect to buy from them instead of the competition. This strategy further identifies them as a commodity seller. Others attempt to further devalue their offering by quoting what they hope will be the lowest price. Neither option is an effective short or long-term strategy for this challenge.