Sales Coaching
-
Winning in Sales Isn’t Everything – Yes it Is!
- November 29, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Manager: How did the call go?
Salesperson: Really good.
Sales Manager: Excellent.
Isn’t that a lame discussion? The sales manager can improve it by simply asking, “What made it such an excellent call?”
-
How to Get Salespeople to Leave Their Comfort Zone
- November 11, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We asked our 8-year-old son if he was willing to help out and have a female classmate ride home with him today. He wasn’t sure. If he didn’t do the right thing and said no, he would hurt her feelings. If he did the right thing, he worried that he would be uncomfortable spending time with her. When they are eight years old, boys think girls are yucky.
This is the same dilemma that salespeople face every day, in every sales call, in every interaction. Do the right thing and ask the tough question that the situation calls for; or do what’s comfortable and present.
-
How Can Anyone Spend That Much Time on Sales Coaching?
- November 4, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
According to Objective Management Group’s considerable data, only 15% of all sales managers spend as much as 25% of their time on coaching and the time they do spend on coaching is generally ineffective. Two more statistics from OMG reveal that 18% of them shouldn’t even be in sales management, and 34% of them aren’t trainable because they lack the incentive to change. And one last statistic, a whopping 84% of sales managers just plain suck!
-
When Agreement is Really Disagreement – Happy Ears for Salespeople
- October 28, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salesperson asks his prospect a question like, “Does that make sense?” and his prospect replies, “Sure.” Feeling relieved that his explanation was successful, your salesperson moves on, an unwitting participant in what will become a huge surprise to him.
Why will it be a surprise?
-
Can Your Salespeople Sell More Effectively by Asking More Questions?
- October 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
By now most executives understand the role and importance of questions in the sales process.
More questions? Okay.
Better questions? Sure.
Tougher questions? Makes sense.
Questions that result in the kind of conversations that none of your competitors are having with your prospects? Sounds great.
But can your salespeople do this?
-
Top 3 Ways for Salespeople to Eliminate Competition
- October 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are three ways to eliminate increasing competition for a declining number of opportunities:
-
My Sales Process, Strategies and Tactics in Your Voice
- October 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Our son has this comedy routine by John Pinette down cold. He heard it once and can now do it for anyone.
-
Top 10 Reasons Consultative Sellers Outsell Everyone Else
- October 1, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Have you ever worked with salespeople that were so bad you thought, “She couldn’t close a door!”? And have you ever worked with salespeople that were so good that you thought, “She could sell white to rice!”?
There’s a good chance that the difference has less to do with their closing skills and much more to do with their ability to build a late stage relationship in the earliest stage of the sales process – the first meeting.
So what do they do? Here are the top ten things they do:
-
Why the Relationship is So Important to the Sales Outcome
- September 30, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Unfortunately, in order to ask those questions and have those discussions, a relationship must be established. And this is where the double edged sword comes into play. The discussion I’m talking about is a first meeting discussion. But the relationship that requires is often a 2nd or 3rd meeting relationship. So the problem I present is, how does one develop a late-stage relationship in an early stage meeting?
-
10 Sales Personalities and How to Manage Them
- September 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are diverse individuals that you will have to manage and they aren’t really personalities as much as they are characteristics. You might call them one or two word descriptions of people instead of characterizing them as personalities. Following are 10 Sales Characters and how you can manage them more effectively.