Search Results
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Asking Better Questions
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
My brother-in-law was asking me about how difficult it is to train salespeople on the execution of Baseline Selling compared with other selling methodologies.
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Asking the Question that Changes the Call
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
I accompanied Bob and George on a sales call yesterday and mostly sat and observed. Not much happened, there weren’t any obvious compelling reasons for the prospect to do anything and the call seemed to be a waste of their time. I jumped in twice, the first time to rattle off some issues that I had heard but which weren’t addressed. That moved the call a little bit in the right direction, but not enough.
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Staplers – More on Compelling Reasons
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 2nd Base (Prospects)
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Resistance
- January 19, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Tactics - Getting to 1st Base (Appointments)
Every salesperson in every business encounters resistance in some part of the selling process. Most salespeople encounter resistance when cold calling while others encounter it at closing time.
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Human Resources Vice President or Director
- January 14, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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Management
- January 13, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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You’re Afraid to Sell Because You Think There is Hope
- November 24, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It may have been in episode 4 or 5, in season 1. It was definitely in the HBO series Band of Brothers. Thanks Chris, for recommending it. I can’t believe I’m a decade late watching this!
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Taking Your Prospecting to the Next Level
- September 14, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you ever wonder how selling evolved to where it is today? Do you ever think about how salespeople sold in the old, old days? All sales calls were face-to-face (no phones) and the sellers traveled by horse, canoe, boat, and later, ship. That doesn’t sound like it was efficient – or fun. Over time, selling and our options for connecting with potential customers, moved to a new level.
Five important inventions were huge aids to selling – and they’re not what you think they are:
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As Good as Your Last Successful Hire – 10 Tips for Consistency
- July 31, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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One Thing Missing from The New Way of Selling – Part 2
- July 2, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Selling is still selling and while a lot has changed in the last 10 years, a lot of it hasn’t. I’m a social seller. Social sellers get found, find prospects and connect using a myriad of social selling tools. But once a meeting has been scheduled, the social must be dropped in favor of the selling. A prospect should only be aware of a terrific conversation, but process and methodology must be hidden backstage.