sales mastery

  • How Learning to Drive Can Help You Achieve Sales Mastery

    • January 9, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was on the phone with a client who spent some time telling me about how he follows the sales process, prepares the questions he wants to ask, makes sure he remembers to thoroughly qualify, prepares and plans his presentations and considers all of the possible objections he may encounter along the way.

    That’s all well and good – but it’s too complicated.  It’s much more like driving a car.  Let me explain:

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  • How Music Can Definitely Help You Sell More

    • March 18, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    How Music Can Definitely Help You Sell More

    Next week, I have a special treat for my readers.  I will post an article that features my least read articles of all time – sounds very exciting, doesn’t it?  While I was looking for the least read articles, I consistently came across a whole bunch of my articles that were related to music.  

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  • Professional Sales and the All-Star Jazz Performance

    • August 16, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Professional Selling is just like being in an All-Star Jazz Ensemble.  It’s being so good and so experienced, that one can perform perfectly, on demand, in any environment, despite tremendous pressure, regardless of product knowledge and expertise.

    How many of your salespeople have this capability?

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  • 6 Steps to Sales Mastery – How to Get Salespeople to Sell More

    • February 4, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Salespeople must evolve through six levels of development before they can consistently and successfully execute any process, concept, strategy or tactic they are trained and coached to perform. The six levels are:

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