Closing Sales
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Finally! Science Reveals the Actual Impact of Sales Coaching
- September 7, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You must have heard the joke that 73.6% of statistics are made up!
I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!
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Customers Love to Buy – Why Do Salespeople Struggle?
- October 2, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So if we all love buying stuff, why do salespeople struggle so much when they try to sell stuff? Why isn’t it as friction-free as an abundance of happy buyers would suggest it should be?
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Sales Effectiveness – How to Win Every RFP That You Respond To
- June 19, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI. The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting. Some companies have so many requests coming in that they spend all of their time responding to them. This is crazy! Do you respond to every email you receive? Every call you get? After all, it’s a request, not a demand. So why the frenzy over responding and replying so quickly? You won’t believe some of the reasons!
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Perhaps Hope is a Selling Strategy After All!
- June 9, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’ve heard that hope is not a strategy – and it isn’t a strategy if you’re sitting there saying to yourself, “I hope I win this deal…”
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Sales Excellence: How to Close Anything and Everything in Any Vertical
- January 30, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I am going to share the real truth about closing and it’s quite different from what you’ve read, what you’ve listened to, what you’ve watched, and probably from what you’ve practiced. Countless books, tapes, videos and podcasts have been devoted to closing techniques. Thousands of companies deliver seminars and training programs to help salespeople develop their closing skills. They’re all wrong and they have all wasted your time.
I have written 1,600 articles and not once have I shared the closing secret that I am about to share in this article.
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It’s Coming Sooner Than You Think – 5 Keys to Prepare Your Sales Force for the Recession
- March 10, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You remember the last recession – the great recession – right? I remember that in November of 2008, the business stopped coming in as if someone had turned off the faucet. Bam! We lost a third of our revenue overnight – and we were prepared for it! I predicted the last recession as early as September of 2006 with this article and in the summer of 2008 with this article.
In my business, I can see two trends ahead of others and I began seeing both of those factors begin to kick in last month. Do you know what they are?
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Why This is Still a Great Selling Sales Book After 10 Years
- January 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Pete Caputa, VP at Hubspot, wrote a really great article about the 3 sales books that are must-reads for salespeople, why, and Baseline Selling was one of the three.
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Increase Sales by 20% – Guide to Creating an Effective Sales Process
- September 3, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier this week I received this inquiry form from our “Ask a Sales Expert” page:
Someone from my team always responds to these inquiries and it was my turn. I want to share the correspondence, but it’s even more important to read the accompanying explanation, interpretation, warning and lesson. If I can help you to understand this and get your sales process correct, the data suggests that there is a corresponding 20% increase to sales!
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Apply Jack Reacher to a Modern Sales Approach
- June 23, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While reading Lee Child’s Reacher book, “Personal”, I saw a huge connection between how the Jack Reacher character survives and succeeds on all of his highs: high-risk, high-stakes, high anxiety missions; and how a successful salesperson survives and succeeds in the sales equivalent of a Jack Reacher story.
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Closing Sales, Process, Hauntings, Training & More
- March 23, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I will explore the least-read articles I have ever written. That’s right. The least read. It’s very fashionable – and a best practice – to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don’t think anyone has gathered up their worst work and said, “Look at this!” It’s actually not my worst writing.