salespeople

  • Top 10 Reasons Consultative Sellers Outsell Everyone Else

    • October 1, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Have you ever worked with salespeople that were so bad you thought, “She couldn’t close a door!”?  And have you ever worked with salespeople that were so good that you thought, “She could sell white to rice!”?

    There’s a good chance that the difference has less to do with their closing skills and much more to do with their ability to build a late stage relationship in the earliest stage of the sales process – the first meeting.

    So what do they do?  Here are the top ten things they do:

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  • Why the Relationship is So Important to the Sales Outcome

    • September 30, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Unfortunately, in order to ask those questions and have those discussions, a relationship must be established.  And this is where the double edged sword comes into play.  The discussion I’m talking about is a first meeting discussion.  But the relationship that requires is often a 2nd or 3rd meeting relationship.  So the problem I present is, how does one develop a late-stage relationship in an early stage meeting?

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  • The Whiners – Salespeople Who Get Your Attention

    • September 8, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Prospects, Customers, Salespeople, Managers and Senior Executives are all guilty of whining.

    Great Leaders, great sales managers, and great salespeople do not.

    Let’s focus in on salespeople.  Why do they whine?  Why do they look for things to complain about?

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  • How You Can Get Your Salespeople to Do What They Don’t

    • July 26, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I always said to myself that if I could apply the same discipline I applied at work to my eating and my golfing I would be a thin scratch golfer. One down…

    Please read this article the way I intended to write it. First, what it is not.

    It is not an article about how I lost 40 pounds. Nor is it an article about why I lost 40 pounds. Instead, please read this as an article about how to get people to change.

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  • Recruiting Strong Salespeople – The Sales Candidate Pipeline

    • July 22, 2010
    • Posted by: Kurlan & Associates, Inc.
    • Category: Understanding the Sales Force

    Recruiting Salespeople – again?

    Yes. I cannot write enough about this!

    But, as usual, I’ll address recruiting from a slightly different perspective this time – the candidate pipeline. Not to be confused with the candidate pool which is simply a single component of the pipeline.

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  • More Sales Coaching Leads to Accelerated Growth

    • July 14, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Your salespeople have the opportunity to replay their last call – one that probably had a horrible ending – and learn from it…

    Your salespeople can experience a live version of reincarnation every day! 

    There are two keys that can’t be overlooked though:

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  • This One Tip Helps Salespeople Close More Business

    • July 13, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Everyone likes options, right?  Yes, people love options.  The only problem is that options prevent most people from being able to make decisions. 

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  • Overcome Call Reluctance – Get Your Salespeople to Prospect!

    • June 21, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    As of yesterday, you asked your salespeople to make calls for a certain amount of time, or until they reached a certain number of attempts, conversations and appointments.  Your salespeople that don’t experience anxiety over this had no problem and your call reluctant salespeople either found some other important thing to do, started but stopped, or lied.

    If I apply this research to Prospecting, your reluctant salespeople are resisting as many as 4 things:

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  • The Top 5 Factors to Predict Sales Turnover

    • March 5, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Here are the Top Five Factors to Predict Sales Turnover / Longevity

    The most important factor in predicting sales longevity is

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  • What Does it Mean When You Can’t Reach Your Salespeople?

    • February 23, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When you can’t reach anyone on your sales team is that a good thing or a bad thing?

    When they are all on sales calls, working the phones, or with customers/clients is that a good thing or a bad thing?

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