sales personality
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How Would These Sports Celebrities Perform in Sales?
- October 23, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I decided to lighten things up a bit with my analysis of how some famous sports celebrities would perform if they were in sales. You’ll enjoy this one.
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The Biggest Secret of Sales Rockstars
- October 20, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I “Rocked!” One time, as I was being introduced, an audience member came up to me and said, “Don’t Suck!” We can’t always be rock stars…
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Inc Magazine Misses on the 13 Traits of an Outstanding Salesperson
- March 14, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I just read the 13 Traits of An Outstanding Salesperson, an article that appeared on Inc.com.
As usual, I had several thoughts about this so, in no particular order…
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10 Sales Competencies of Steve Jobs
- August 21, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Despite his miserable people skills, he was on a mission to design products which would change the world. But, Steve Jobs was a great salesperson and this article discusses ten things about Jobs, the salesperson, which you might want your salespeople to emulate.
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Is Showmanship a Lost Art in Selling?
- August 15, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Showmanship is missing from most modern sales presentations. Demos tend to be about products, technologies, capabilities and the company story. Sales calls are about listening, asking questions and qualifying. But what ever happened to showmanship?
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Selling Styles – How Many Styles Should Your Salespeople Have?
- August 14, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Terrific salespeople make that transition too. They morph from laid-back but confident, to powerful, animated and charismatic when it’s time to present. Most salespeople however, don’t make that transition because it doesn’t feel authentic to them or they fear that they might look and sound like salespeople. Isn’t that sad?
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Why Your Lowest Price Can Be a Barrier to Closing Sales
- August 2, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not about prices, presentations or building value; it’s about putting prices in the context of what those prices will buy. Compare the two examples above and you’ll see both the answer and the obstacle. The answer is the context.
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Keys to Successful Sales Negotiations
- August 1, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the United States, Major League Baseball’s trading deadline passed today with some noteworthy moves by teams other than my Boston Red Sox. Aside from my disappointment that the Red Sox failed to make an impact trade to help the team, I recognized something else…
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3 Types of Salespeople – Which are Best at Growing Sales?
- July 30, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The pessimist complains about the prospect. The optimist expects him to buy. The realist adjusts the sales strategy.
Let’s look at these three points a little more closely, shall we?
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The Unusual Case of Arturo – How He Sabotaged His Own Sales
- July 26, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Solving the problem was actually quite easy. I explained to Arturo that his prospects were wondering, “If he doesn’t follow up when he is trying to get the business, what kind of follow-up will I get after he has the business? He doesn’t appear to care very much or be very reliable, so I don’t think I will buy from him.”
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