value selling

  • The One Thing Most Salespeople Are Unable to Do

    • October 27, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Can you guess what it is – the one thing most salespeople are unable to do?

    Based on what I most frequently write about, you might think that it would be consultative selling, but that’s not it.  You might also guess that it’s the sales equivalent of eating right – not doing demos and presentations so early in the sales process. But that’s not it either.

    However, there really is one thing that all but the most elite salespeople are unable to do.  It is partly a result of their inability to sell consultatively while continuing to demo, present, quote and propose too early.  Can you guess what it is now?

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  • Why There is No Value When You Provide Value Via Special Pricing

    • September 29, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was discussing the OMG Partnership opportunity with a gentlemen from Hong Kong, who objected to our reasonable licensing fees, refusing to pay any fees to a US company.  This is when the conversation began to resemble a sales call.  He did what a lot of buyers do to salespeople and began to boast about how well-positioned his company is to market OMG in Hong Kong and what a huge opportunity this would be for OMG.  He expected me to waive the fees in exchange for the great opportunity he described.

    Most salespeople – 74% to be exact – not wishing to jeopardize a great opportunity, start negotiating or worse, agreeing, to the unrealistic requests.  There are ripple effects to this, for example:

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