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What Should You Tell Your Salespeople in this Economy?

  
  
  

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

From time to time I have written about what you must do with your salespeople in this economy.  Would you like to hear what that actually sounds like?

I was recently interviewed on a morning talk show and you can hear my stream of thought, as I would tell you live, right here. It's less than five minutes and it might give you a better sense of what to do than reading it on the page.

(c) Copyright 2009 Dave Kurlan



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Posted by Dave Kurlan on Wed, May 06, 2009 @ 08:35 AM

COMMENTS

Good stuff. I agree, the economy is forcing us to look a our people and our process. I tell my stressed sales people to listen more now. Business owners want to talk with someone about their situation more than ever before..this opens opportunities to help them. Takes a little pressure off of the sales interview as well…

posted on Wednesday, May 06, 2009 at 10:05 PM by Steve Smith


Dave, 
 
The shift from prospects asking "Why me?" to "Why?" is a seismic shift that's happened in the marketplace. Any flaws in a sales person mindset are quickly revealed, leaving them ineffective at generating new business. One either needs the Elite 6% who can confidently handle the "Why?" or a team of highly trainable/coachable professionals.

posted on Sunday, May 10, 2009 at 10:11 PM by Danita Bye


Comments have been closed for this article.