Sales Management - Eagerness vs. Resistance

Posted by Dave Kurlan on Fri, Feb 12, 2010 @ 08:02 AM

I received more email from this week's episode of Meet the Sales Experts than I usually get following the show.  I was trying to understand what we talked about that resonated so well with listeners.

For one, Frank Belzer, my guest, is known for his ability to keep his pipeline filled and he discussed the things that motivate him to consistently do that.

He also talked about his revelations from the training he conducted in Shenghai last year.  The Chinese sales management executives were thrilled to hear how they should be managing their salespeople.  Franked talked about how different that audience was from his US audiences where resistance, rather than eagerness to learn, is the norm.

Frank also talked about the vast difference between selling the "why me" - they're going to buy, but it's only a matter of from whom - and "why" - they weren't planning to buy and had no interest until right now.

He finished up with some great advice for salespeople and sales managers.

Click here to listen to the show.  Click here to contact Frank.

(c) Copyright 2010 Dave Kurlan

Topics: sales culture, Dave Kurlan, sales management, frank belzer

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight 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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