objections
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10 Unfavorable Selling Conditions That Prevent Sales Success
- March 25, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When you encounter unfavorable selling conditions, refuse to accept them. This isn’t about moving forward with a couple of favorable conditions, it’s about NOT moving forward unless the conditions become more favorable. Whether or not you wish to admit it, the truth is that when the conditions don’t favor you, the business isn’t coming to you.
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Most Companies Can Boost Sales From 30-100% in Just One to Two Years
- September 10, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Many companies already experienced at least 3 to 6 months of uncertainty and they can not withstand even 2 more months of that. As a result, companies are investing, streamlining, expanding, hiring and going all in to save their 2020s, and position their companies for historical growth in 2021.
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Objections – 10th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
- October 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 10th in my series of the 10 Kurlan Sales Competencies That Are Key to Building a Sales Culture.
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Happy Ears or an Empty Sales Pipeline?
- September 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Very often, when an opportunity dies, salespeople will ask their managers or me for help.
After debriefing, when it’s clear that the opportunity is hopeless, and the salesperson continues to ask for help, still wants to sche
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Good News About the Economy Positively Impacts the Sales Force
- March 31, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I often get to see things six to twelve months before they happen. When manufacturing placed projects and orders on hold as they did last October, it’s easy to predict that it will trickle down and impact everyone else over the next six months.
The word from clients so far this week is that manufacturers are taking projects off of hold and releasing money – even in the automotive industry! That too will trickle down and impact everyone else over the next six months.
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What Have Your Salespeople Been Listening To?
- October 28, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In my position as a sales development thought leader and expert I get to hear what many salespeople in many industries are encountering for resistance. In the last few weeks I’ve heard way too much about deals getting suspended due to spending freezes. Have your salespeople been hearing this?