Hit More Fairways and Close More Sales

Posted by Dave Kurlan on Wed, Aug 19, 2009 @ 15:08 PM

Eric Dunn, my guest on this week's Meet the Sales Experts Radio Show, stressed the importance of positive self talk, affirmations, and transformation as keys to sales success.

That Eric is a former golf teacher, his philosophy should not surprise anyone familiar with the mental aspect of golf. And during the interview it became clear that Eric knows a thing or two about my sport, baseball, too.  Eric talked about the similarities between golf and selling and at one time he even sold golf equipment.

Eric's effectiveness as a sales trainer comes in part from the fact that when he began in sales he was reluctant to pick up the phone.  As such, he began a transformation that took him from call reluctant to cold calling monster, a skill that he now passes on to the salespeople he trains.  How did he make that transformation?  Click here to learn the secret of his transformation. 

Call Reluctance wasn't the only thing Eric had to overcome.  He was only 26 when he entered the sales development business and had to overcome the resistance that went with his stature (short) and age (too young).  When you listen to Eric's interview, you'll hear why he succeeded against the odds.

His keys to sales success:

  • Attune to the customer - what he's thinking, why would he buy from me, and what would prevent him from doing business?
  • You can't do today what you were doing last year - it probably won't work the same way anymore.
  • You must present both value and viewpoint so that your prospects actually understand it.
  • Listen.
  • Don't get in the way.

Here is the link to this week's episodeContact Eric via email.

(c) Copyright 2009 Dave Kurlan

Topics: Dave Kurlan, sales, sales management, selling, Salesforce, Sales Force, sales tips, Eric Dunn, Coffman Group, golf and selling

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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