presenting
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Time for Closing Arguments
- May 29, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When salespeople master the abilities to meet and build relationships with decision makers, use a consultative approach to uncover their compelling reasons to buy, sell their personal value to differentiate and throughly qualify, win rates will go from too low to hello!
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Top 11 Reasons Why Salespeople Fail to Close Sales
- September 19, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The reason I’m bringing this up is that in most companies, when certain stages of the sales process are not being exectued as they should, executives often don’t know why. That’s one of the many reasons why we evaluate Sales Forces – to identify root causes of the known (and unknown) problems.
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Most Salespeople Suck at Selling – Is it Worse Than Ever?
- August 26, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What is your approach to get people to call you back after you have left 2 or 3 messages?”
In the past month, there have been 47 comments, one of the most popular topics I’ve seen there. Some of the replies have been on target but most are embarrassing to read. These are sales management executives and this is a “what salespeople must learn to do in their 1st week in sales” topic. Most salespeople do not have the skills to consistently get new prospects to the phone!