Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
Bob was telling me that he will be carrying three wedges in his golf bag. The two additional short clubs should make his short game more accurate and he hopes that will help him land more balls near the pin for short, easy putts.
I asked him what the sales equivalent is that would leave him with more easy closes. He pondered it for a moment and said, "better qualifying". I think more effective qualifying always helps but the qualifying itself isn't what causes the easy close, although you can't have an easy close without it.
I suggested that compelling reasons, which create urgency, are the sales equivalent to the three wedges and he agreed with that. And then I wondered, are there any other sales equivilents to the three wedges?
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