sales qualifying
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Hidden Sales Competition and Why it Could Happen to You
- September 27, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Have you ever had a sales opportunity that was completely under control, you were following your sales process, everything was looking great, and then, from out of nowhere and without warning, surprise competitors appeared?
Yes, the magic mushroom competitors!
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Salesperson’s Terrible Reaction Part 2
- October 31, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I posted a very short article where I discussed one salesperson’s reaction to a great sales role play. I received a number of emails telling me how helpful the video, story and lessons were.
The article highlighted Self-Limiting beliefs or negative self talk. Today we will take it a step further and discuss the other things that could have been at play – hidden weaknesses – and the interference they cause salespeople while selling to their prospects. Like chains, salespeople are only as strong as their weakest link…
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You’re Afraid to Sell Because You Think There is Hope
- November 24, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It may have been in episode 4 or 5, in season 1. It was definitely in the HBO series Band of Brothers. Thanks Chris, for recommending it. I can’t believe I’m a decade late watching this!
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Why Prospects Don’t Buy From You Today!
- October 29, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Engagement. There is a huge connection between what I experienced with the World Series, and what prospects experience with salespeople. If you can understand and apply this analogy it will make a huge difference in the quality of your calls and meetings. Here are the four most important things for you to know.