compelling reasons to buy

  • My New Perspective on Sales Process and Methodology

    • August 8, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    monkey sitting on a basketball

    We were at the Zoo when we came upon the monkey in the picture.  He was holding on to the chainlink fence with both hands and both feet – probably not very unusual for a monkey –  but he was sitting on a basketball!

    The monkey is following a traditional monkey methodology for hanging on, while being authentic, allowing his silly personality to come through, and getting people who were interacting with him to laugh.

    We can even apply that approach to sales process and methodology!

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  • Compelling Reasons for Your Salespeople to Go Mobile

    • June 14, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Good Sales Managers know how important it is for their salespeople to uncover needs.

    But it goes way beyond needs. 

    As I detail in Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball, it requires that your salespeople learn about their prospects’ compelling reasons to buy.  Not just their needs. The issues, problems and frustrations – and even the consequences – that would cause them to spend money and spend it with your company, instead of your competitor.

    But it goes well beyond compelling reasons.

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