buyer focused selling
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Top 6 Reasons Decision Makers Fail to Attend Your Meetings
- July 30, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My mind doesn’t work the same as most people. I always seem to find a sales analogy buried somewhere. Frank, who writes the Sales Archaeologist Blog, has that ability too.
Recently, at a picnic with my family, I took note of all the guests and couldn’t help but see the similarities between the picnic and selling to a group.
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Top 3 Reasons Why Salespeople Fail at Consultative Selling?
- July 8, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the challenges with a consultative approach is that while it is easier to close the sale, it is far more difficult to implement than the traditional, transactional approach that today makes it so much harder to get the sale closed. The question is why?
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The Waffle Cone and the Mass Production of Salespeople
- July 2, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For me, today’s waffle cones are a constant disappointment because they always fail to meet my expectations.
What does this have to do with selling?
Think about salespeople as a version of the waffle cone. In some companies, they are made fresh, and in other companies, especially bigger companies, they are mass-produced.
There are many ways of looking at th