sales tips
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Two Selling Strategies That are More Effective Than Facts and Figures
- January 29, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most of my articles begin with a Story and despite not writing about story telling very often, it is a very important part of selling.
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How a Mug of Dunkin Can Help You More Effectively Sell Value
- December 9, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest price. I hope you hate it when that happens. It’s a bad thing because while Bob was supposed to be selling value, a price-based conversation is transactional yet he’s supposed to be taking a consultative approach to support the value he provides. Would you like to guess what Bob did instead? Yup, he got them his best price. Ugh!
So what should Bob have done instead to turn this around and not waste everyone’s time?
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Squirrels Explain the Differences Between Top and Bottom Salespeople
- October 28, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This morning I was watching 3 squirrels each doing their thing.
Squirrel #1, who I named Ernest, was finding lots of nuts and burying them. His nest was full and he will reap the benefits of his hard work over the winter.
Squirrels #2 and #3, who I named MT and LayZ, were playing. They were running up and down tree trunks, jumping from limb to limb, running in circles and generally chasing their tails. They don’t yet have nests and unless they make a commitment, become disciplined, and get to work, they will starve to death this winter.
Ernest, MT and LayZ are no different than their human counterparts who find themselves in sales roles. The top salespeople are like Ernest and the bottom salespeople are like MT and LayZ. For evidence of that claim, take a look at the table below with a sprinkling of data from Objective Management Group (OMG) which has evaluated 1,910,915 salespeople from companies.
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Did You Know That The Beatles Taught us About Selling?
- August 26, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While this should be a fun, end of summer article I’m guessing that you don’t actually believe that the Beatles taught us about selling.
The Beatles recorded 18 songs where the lyrics talked about selling plus I included two bonus titles by other artists to bring the total to 20!
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10 Reasons Why Salespeople Hallucinate
- May 15, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I saw something that simply wasn’t there. A figment of my imagination. You could even call it a hallucination.
Salespeople frequently have hallucinations where they think there is something there, like a great opportunity, and in reality, there isn’t anything there. Not even close. And then there are the salespeople who don’t see an opportunity when there is actually a great one hiding in plain site.
Let’s talk about the many reasons that these scenarios occur.
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When Good Prospects Can be Worse Than Tough Prospects
- January 17, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Comparing stop and go traffic to the other conditions I have driven in got me thinking about a sales analogy that you might find helpful.
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What You Should Know When Your Cold Prospect Suddenly Returns From the Dead
- January 15, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week I wrote about the deep freeze, why prospects suddenly go cold, and how you can prevent that from happening. That article was instantly as popular as any I have ever written. I also posted a 6-minute cold-calling rant on LinkedIn that had more than five-thousand views after just a couple of days. The video, like the article, was about mindset, not scripting and tactics. And last week I also posted an article about writing a good prospecting email. It seems that there was a theme to the week and it resonated really well with the readers.
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3 Lessons that Apply to Every Sales Call No Matter What You Sell
- December 18, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Several years ago, during one of the performances, it dawned on me that the orchestra’s role in the show correlated very nicely to an effective sales presentation. There were 3 fantastic lessons that I presented then and as I have done each year since, will present again here.
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30 Interesting Non-Selling Subjects to Make You Better at Selling
- July 5, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused. I said, “You didn’t play baseball growing up – how were you able to teach him?”
He said, “When I was in school, we may not have played baseball, but we did have to practice throwing grenades and it’s exactly the same motion!”
Who knew?
And he didn’t know at the time that practicing grenades would prepare him for something completely different years later.
The same goes for sales. There are so many subjects, all unrelated to selling, that can make salespeople more effective.
I’ve written about many of these subjects before. Don’t click on all of them though. Find 3 that interest you and read only those. Then leave a comment below on how that could help you.
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7 Powerful Exercises to Up Your Sales to the Next Level
- May 8, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, I received yet another request asking if I would recommend how to use the exercises in the Baseline Field Guide with the book, Baseline Selling. In an effort to help everyone, and not just those who choose to write me, my recommendations on some powerful ways to correlate the two appear below.