sales presentations
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2 Keys to Selling Success from Ann Romney and Chris Christie
- August 29, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have been delivering that message for more than 20 years, not to citizens who must vote for a candidate, but to sales leadership, sales management and salespeople who let their need for approval – their need to be liked – interfere with every facet of what they do.
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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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The Secret to Winning Sales Presentations and Public Speaking Success
- October 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I spoke to an Entrepreneurial class at Clark University this week, something I’ve been doing once or twice a year for the past 5 years. It’s much more difficult than working with experienced C-Level Executives, Sales Leaders, Sales Managers and Salespeople because the kids don’t have the context, reference points or experiences that professionals have. Despite the difficulty, it’s more fun because they don’t push back, they don’t claim to have heard it before, they don’t say that “it” won’t work in their business, they don’t resist, and they are great learners!
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Top 10 Criteria for a Qualified Sales Presentation
- August 17, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople should not be allowed to present until their prospects have yielded the right of way. Where intelligent pedestrians qualify the opportunity to cross, intelligent salespeople qualify the opportunity to present.
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Top 5 Sales Presentation Tips
- July 18, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The one area where salespeople appear to be most comfortable and confident is when they are presenting. That is when they feel like they are in control and, unlike listening and asking questions, it is when they believe they can do a great job. The problem is that most salespeople do not understand how to present in the most effective ways. Here are some examples of what they do wrong and some easy to learn adjustments:
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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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The Single Biggest Mistake that Salespeople Make
- September 28, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Ask 10 people and you’ll get 10 different answers about the biggest mistake that salespeople make. Ask the question a bit differently and I will give you a different answer too. But ask the question in the title – “What is the single biggest mistake that salespeople make?”, with the key word being mistake – something they do incorrectly rather than something they do because of a weakness – and I can provide data to back it up. There are actually 3 mistakes that are almost always made but 2 of them occur as a result of the single biggest mistake.
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Seth Godin Reinforces the Proper Sales Process
- March 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Seth Godin posted this article last week. Read it it’s very short and a very good story.