Sales Coaching
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Analogies for Boosting Sales
- January 21, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve created a series of some of my better analogies in the hope that they provide some of those “ah-ha” moments which are so valuable to improving your sales force.
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What Meteorologists Have in Common with Salespeople
- January 19, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Wow! A plowable snow event. No hype, no accumulation predictions, no mystery about the ever-moving rain/snow line, no warnings about treacherous travel, no details about the track of the storm and where it might go, just a “plowable snow event”. The excitement and exhaustion from the previous 3 storms had surely numbed her senses.
How does this apply to your sales force?
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Death Defying Sales Calls – Don’t Get Run Off the Road
- January 13, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Have a healthy degree of skepticism, push back and challenge everything you hear, especially when it’s what you wanted to hear, to avoid a case of happy ears.
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The Will to Succeed, Sell Anything, Top Sales Books, and Coaching
- January 10, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was just wondering – do you or your salespeople play the lottery? Do you or any of your salespeople have an inheritance coming? These are two things that you might not think anything of but they can cause salespeople to lack the consistency and effort that are so important to sales success. Salespeople maintain the mindset that financial success and independence, and the freedom to have what they want, when they want it, regardless of cost, must be earned and not handed to them. Big base salaries and commissions from residual business can have an even greater negative effect except they are even more immediate threats to productivity than lotteries and inheritances!
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Top 10 Steps to Initiate Salespeople to Their Roles
- January 4, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is exactly how to initiate salespeople, whether they are new to your company, new to their role, or new to sales. Don’t vary at all from the steps above. More importantly, don’t assume that because they have sold for 10 years they’ll know what to do or be able to do it effectively. Follow the steps!
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Top 3 Sales Lessons from Tchaikovsky’s “The Nutcracker”
- December 20, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
During a first sales call, suppose your salespeople hear one prospect say, “This has been a very interesting and productive conversation and we might have some interest in this.” And imagine another prospect at the same meeting says, “We’ll get back to you next month and let you know what kind of progress we’ve made.” And still a third might say, “In the meantime, please send us a proposal with references and timeline.”
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How Christmas Gift Giving Mirrors the Ideal Sales Process
- December 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you understand that, then why do so many executives and salespeople, from all industries, still insist that the first thing they must do with a new prospect is present? Even the word “present” suggests waiting for the perfect time.
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Top 10 Outcomes That Should Come from Sales Coaching
- December 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When you coach a salesperson, which words should you hear that would tell you the session was effective?
Not “Thanks” or “OK”.
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Top 5 Interesting Sales Tips
- December 13, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Depending on the context of the conversation, weather, personality and the frame of reference of their prospect, here are the top five things that “Interesting” could mean:
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What The Salesperson Saw (or Didn’t) – A Question about Sales Calls
- December 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s one thing to have eyes, but our salespeople need to use them too. Typically, their mouths are moving so fast and so often, and the sound of their own voice is so compelling (to them), that their eyes are neutralized. This is similar to what happens on a long drive when you suddenly realize you drove 10 miles past your exit and have no idea how you got that far without noticing.
What do your salespeople miss on their sales calls?