Dave Kurlan's best-selling book, Baseline Selling, is enjoyable, memorable and easy to apply to any business. Click to learn more.
The top articles written by sales development expert Dave Kurlan may cause you to rethink the way you look at the sales organization. Read the best of the last three years.
Click here to Download Dave Kurlan's breakthrough White Paper on The Modern Science of Salesperson Selection. Dave's years of research, development, process, application, and client successes are very apparent in this study. This will change your sales recruiting process forever!
Click here to learn more about the huge benefits that you'll get from evaluating your sales force. When we look at your people, strategies, systems and processes you'll be able to see what was previously hidden from view. Our sales force evaluation process determines what you must change in order to achieve the organic growth you want.
Current Articles | RSS Feed
Today I posted a case history that very effectively illustrates exactly what happens when your salespeople don't identify their prospect's compelling reasons to buy and how costly that can be. This article also explains how simple it would have been for the salesperson to identify the compelling reasons and profitably make the sale.This is selling 101. Unfortunately, most salespeople aren't able to do this and most of their sales managers can't help them. You must provide this coaching to your salespeople DAILY! Your salespeople must be able to identify compelling reasons in their sleep. You must be able to coach them to do this in your sleep. If you can't, then you must get your salespeople evaluated and trained until they can do this easily, consistently and effectively. © Copyright 2007 Objective Management Group, Inc.
Posted by Dave Kurlan on Sun, Dec 16, 2007 @ 10:47 PM
Allowed tags: <a> link, <b> bold, <i> italics
Dave Kurlan's best-selling book, Baseline Selling, is enjoyable, memorable and easy to apply to any business. Click to learn more.