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Understanding the Sales Force

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10 Kurlan Sales Competencies That Are Keys to Building a Sales Culture

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Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

These aren't the 10 sales competencies you read about and listen to all the time. No way!  These 10 are hardly ever discussed, seldom, if ever written about, and the most difficult to learn.  Ready?

  1. IT'S NOT ABOUT YOU.
  2. THE ENEMY IS RESISTANCE.
  3. YOU CAN TALK - IT'S YOUR MIND THAT HAS TO SHUT UP.
  4. GET AND USE A SALES GPS.
  5. SLOW DOWN TO SPEED UP.
  6. PREVENT HAPPY EARS.
  7. PRESENT NO OPTIONS.
  8. IT'S ONLY A NUMBERS GAME IF YOU USE THE RIGHT NUMBERS.
  9. PRACTICE MAKES PERMANENT.
  10. THERE IS NO SUCH THING AS AN OBJECTION.

If your salespeople can learn the fine art of these 10, they will outsell everyone they come up against. Forward the link to this post to anyone you think will enjoy the 10 articles.

(c) Copyright 2009 Dave Kurlan


Posted by Dave Kurlan on Mon, Oct 05, 2009 @ 10:04 AM

COMMENTS

Excellent, can't wait for the rest of the articles!!!

posted on Monday, October 05, 2009 at 10:28 AM by Ed Kleinman

Dave, you are spot on with these 10 competencies. The "soft" side of a sales organization's people development is rarely considered, but in today's Internet-based world (where information is just a click away), it is critical to a sales person's and company's success! Managers who read this should start by asking themselves "Where is my head at with these ten competencies?"

posted on Wednesday, October 07, 2009 at 7:16 AM by Mike Shannon

Since I allways get very usefull info from you, I can't wait for this one!

posted on Thursday, October 08, 2009 at 11:45 AM by Biljana Zdrale

Thanks Ed, Mike and Biljana.

posted on Friday, October 09, 2009 at 9:45 AM by Dave Kurlan

Dave, are you going to get stuck into these 10 during the conference in March in Miami? Ray

posted on Sunday, October 11, 2009 at 5:06 AM by Ray Bigger

Hi Dave: 
 
Can you subscribe me to your blog articles?? 
 
thank you, 
 
Kathy

posted on Monday, October 26, 2009 at 7:18 AM by Kathy Barron

How do we make sure we get #'s 9 & 10 on the list above?

posted on Monday, October 26, 2009 at 9:09 AM by Chris

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