hidden sales weaknesses
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The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople
- July 11, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
86% of all salespeople have beliefs that don’t support ideal sales outcomes. That’s important because beliefs influence behavior, and appropriate sales behavior drives results. Think about sales process, sales methodology, sales strategy and sales tactics. Salespeople who have the ability to execute those four elements of success are less dependent on their knowledge of selling than what they believe. While most salespeople have self-limiting beliefs, it should not surprise you that only 18% of the elite salespeople – the top 5% – have self-limiting beliefs. But it drops off rapidly from there. Below I have listed the percentage of salespeople with self-limiting Beliefs by performance levels.
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Salesperson’s Terrible Reaction Part 2
- October 31, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I posted a very short article where I discussed one salesperson’s reaction to a great sales role play. I received a number of emails telling me how helpful the video, story and lessons were.
The article highlighted Self-Limiting beliefs or negative self talk. Today we will take it a step further and discuss the other things that could have been at play – hidden weaknesses – and the interference they cause salespeople while selling to their prospects. Like chains, salespeople are only as strong as their weakest link…
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How Can a Simple Zero Derail a Sale or Deal?
- January 7, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, I was coaching a very talented salesperson, one who is even better at getting deals closed. Yesterday, he closed a large deal when late in the day, and completely out of nowhere, he got the dreaded “we changed our mind” email. This is his story.
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Why Your Lowest Price Can Be a Barrier to Closing Sales
- August 2, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not about prices, presentations or building value; it’s about putting prices in the context of what those prices will buy. Compare the two examples above and you’ll see both the answer and the obstacle. The answer is the context.
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Do Chain Reactions Like This Really Occur When Selling?
- May 8, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Mary always succeeded in finding new opportunities, but her weaknesses, especially her Need for Approval, Discomfort Talking About Money, and Tendency to Become Emotionally Involved, would usually interfere with her ability to gain traction and close the sale. During the past year, she has improved enough so that she is not only finding new business, but closing it too. But she isn’t out of the woods yet.