Sales Coaching
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The Prospect Isn’t Talking with Any Other Salespeople
- April 4, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not that this can’t happen. Some people don’t need to compare, talk with three companies, look at several options or get three quotes. I don’t. Most great salespeople don’t. And your salespeople should never assume that a prospect NEEDS to shop around.
On the other hand, when the salesperson says, “They aren’t talking with anyone else”, and it turns out that they were, you have to wonder how the salesperson missed it.
There are several reasons why it could get missed. They include:
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Top 6 Factors for Killing a Sales Opportunity or Prospect
- March 30, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I hear this question a lot…”When should I move on?”
You have left 6 messages and haven’t received a return call.
You have a prospect and things were moving along pretty well and now you can’t get them back on the phone.
Should you move on?
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Getting Deals Closed – End of Quarter Sales Gone Mad
- March 3, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the 26 years that I’ve been helping companies grow and develop sales and revenue, I have rarely met with an executive for the first time and not heard about —it.
It all begins around week 11 of the quarter. A frenzy of calls, increased activity, sales management and sometimes C-Level intervention, discounts, offers that can’t be refused, and more. For 3 weeks every quarter, the entire sales force – hell, the entire company – takes on a do whatever it takes attitude to bring those deals in house.
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The Myth of Sales Habits and Competencies
- February 23, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If they realized that they had gotten out of the habit of doing anything, then did they really ever have a habit? When something is a habit, one always does it and nothing would prevent it from getting done. So it is far more likely that there was never, ever anything even close to resembling a habit.
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How Many Peddlers Do You Have?
- February 22, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How many peddlers do you have and when will you insist that they become more consultative?
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The Difference Between Good and Bad Sales Coaching Questions
- February 17, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When it comes to coaching salespeople, there are both good and bad questions that sales managers can ask to get the conversation started. Here are some examples:
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Can Music Make Your Sales Force More Effective?
- February 14, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some of these tunes go back more than 45 years! Some of them are not even favorites, yet they all have Time Machine capabilities. Does this happen to you too?
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You Coach But Do Your Salespeople Follow Through?
- January 31, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Following up with you is the respectful thing to do – it shows appreciation, that they didn’t waste your time, that they took action, that there was an outcome, that you were helpful. But what happens if they don’t follow up with you? If you don’t learn what happened?
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Top 10 Ways to Accelerate the Sales Process – The Need for Speed
- January 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’ve heard the expression “Speed Kills”.
All four scenarios lead to lousy sales outcomes. The surest way to create urgency, accelerate the sales process, eliminate the competition, get the prospect to self-qualify and spend more money on your solution, is to A B A N D O N the need for speed. You can do that by:
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Top 10 Outcomes When Salespeople Screw Up Selling “Value Added”
- January 25, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Value Added Selling is a wonderful thing – sometimes.