Consultative Selling

  • 10 Critical Best Practices for Your Sales Force in This Crisis

    • April 27, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    But if the past 6 weeks have taught us anything, it’s that with the right tools, strategies, mindset and tactics, we can adapt and even thrive.  For those who may read this after May 1, 2020, the following best practices are based on where we are as I write this on April 27, 2020.  

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  • Why the Future of Selling Won’t Resemble the Past

    • April 17, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s April 17 and nearly every salesperson is selling from home.  It’s just temporary, right?

    Maybe.  But what if it’s not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1.  So it’s back to the office and your territories, right?  Wrong.  You’ll still be home.  Welcome to the future of selling where I’ll share my top five reasons why.

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  • Companies Surprised by Unexpected Remote Selling Challenges

    • April 9, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Forget Consultative Selling, Value Selling and Sales Process – the things I talk about most often.  The inability to sell that way is nothing – and I mean nothing compared with what I’m going to explain today!

    For most salespeople and companies, the last three weeks has been an absolute roller coaster. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to close when we return to work.  But is that what’s happening?  In today’s article, I’ll blend my usual mix of statistics with some personal observation from the clients I have been helping for the past three weeks.  I also included three videos that I extracted from a sales training session earlier this week.  You’ll be surprised!

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  • Why You Will Finally Pay the Price of Not Selling Value

    • March 17, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
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  • 3 Steps You Must Take Today to Save Your Company From This Economic Downturn

    • March 12, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter Minimum (how stupid!).  We’re not going to discuss any of those threes today but we will talk about the three things companies must do, right now, in this quickly disintegrating economy, to drive revenue.

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  • Is Your Sales Force More Like a Dunkin’, Starbucks or Panera Drive Thru?

    • January 21, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This all begs the question, is the sales force at your company more like the Dunkin’, Starbucks, or Panera drive-thru?  Today’s article will explain how to answer that question.

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  • The Most Successful Negotiation is The Negotiation That Isn’t Needed

    • December 9, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This week, one company said that their terms are Net 75.  I said, “I’m sorry, but we can’t solve your problem and be your bank.  Our terms are due on receipt of invoice and it’s non-negotiable.” 

    They said, “Oh, OK.”

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  • The Top 15 Sales and Sales Leadership Articles of 2019

    • December 4, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
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  • New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow

    • September 18, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it.

    Unfortunately, the same isn’t necessarily true in sales.

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  • Using the Most Powerful Sales Tool to Get What You Want

    • September 16, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Leverage is the most powerful tool in your sales tool box because with leverage comes urgency and after you have urgency your prospect will qualify so easily you won’t believe it.  They’ll ask, “What do you need from me?”

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