closing
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3 Keys That Determine the Length of Your Sales Cycle
- November 2, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s easier to sell value when there is urgency.
It’s easier to reach the decision maker when there is urgency.
It’s easier to sell value to the decision maker.
It’s easier to create urgency when you are talking with the decision maker.
They are inter-related milestones and they are game changers.
Let’s explore three scenarios:
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Steam Vent Hack That Salespeople Can Use on Stalled Opportunities
- August 23, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The guide simply lit a cigarette, lowered it slightly into the vent, it reacted with the air and the steam, and significantly increased the output of steam. A super simple hack that instantly causes a performance improvement gets your attention!
Of course, that got me thinking about a simple hack that will significantly improve sales performance and I present one to you in this article.
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The Biggest Mistake That Salespeople Make When Closing
- July 31, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Aggressive salespeople are no more effective than passive salespeople but if I had to choose one over the other I would take my chances with the aggressive salesperson and attempt to get them to tone it down. While the challenges with passive salespeople are obvious, there is one mistake I consistently observe being made by aggressive salespeople and wouldn’t you know it, the salesperson approached us and made the mistake. That made me want to sit in a messaging recliner to get the stress out.
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How Practice Can Increase Sales and Commissions by 33%
- July 9, 2024
- Posted by: Dave Kurlan
- Categories: Uncategorized, Understanding the Sales Force
According to data from more than 2.5 million salespeople assessed by Objective Management Group (OMG), only 72% of all salespeople are committed to their sales success and if we look at the largest population – the weakest 50% – only a little more than half of that group are committed. Why would they practice?
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Is Fred a Top Salesperson or a Horrible Imposter?
- July 2, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Fred’s sales manager sees both sides. He told me that Fred is an imposter and the OMG evaluation perfectly described his sales capabilities. So yes, Fred is both a top salesperson and a horrible imposter.
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Time for Closing Arguments
- May 29, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When salespeople master the abilities to meet and build relationships with decision makers, use a consultative approach to uncover their compelling reasons to buy, sell their personal value to differentiate and throughly qualify, win rates will go from too low to hello!
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Winning and Retaining Business When There is Competition
- April 30, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We were away for most of April, watching our son play his senior year of college baseball. When we left Massachusetts, the calendar said early April, the grass and gardens were still dormant and the weather felt like mid-January with some games played in 25-degree wind chills!
When we returned home three weeks later, we looked outside and saw life! Flowers were in bloom, the Bradford Pears and Crab Apple trees had blossoms, and the green grass had already been mowed a couple of times. Although we weren’t there, nature did its thing without us.
Pivot to sales.
It doesn’t matter whether salespeople are in account management or account executive roles. The sales equivalent of nature at work occurs at both target accounts and existing accounts. When salespeople aren’t physically present or on the phone with decision makers at the account, it is likely that one of their competitors is physically present or on the phone competing for the business or trying to take their business away. Just because a salesperson doesn’t see or hear about it, doesn’t mean it isn’t happening.
What can you do?
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250 Best Articles on Sales and Sales Leadership by Category
- April 4, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These are the top 10 articles in 25 categories on sales, sales leadership, sales assessments, sales performance, sales excellence, sales process and more.
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Focus on Winning to Drive More Sales and Revenue
- February 20, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In baseball, the coaching staff gets a report from their advanced scouts and from that report the coaches create a game plan. How to pitch to that hitter, how to get this hitter out, what to expect from this pitcher, what pitch he likes to throw when he’s ahead in the count, the strength and accuracy of the outfield arms, etc.
Some companies do some account planning for major accounts, but not nearly enough of this takes place.
What will happen to your business if you spend more time thinking about how to win, and less time focusing on your numbers?
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Trump, The Iowa Caucus, and Sales Improvement
- January 16, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This course is the most fun you could ever have while going through sales training! But it is so much more than fun and entertainment. There are powerful selling lessons in each clip, and despite the fun, you will become more effective at all aspects of selling. It doesn’t matter how long you have been in sales, what you sell, who you sell it to, the length of your sales cycle or the cost of your product or service. Nor does it matter where your competency gaps are.