Best Non-Sales Video Ever on Handling Objections

Posted by Dave Kurlan on Wed, Dec 17, 2014 @ 09:12 AM


In the past few weeks, I have written a lot about some of the top articles of 2014, but today I want to highlight 8 top audios and videos from the past year.  There is a boatload of good stuff in these video/audio recordings and I strongly urge you to watch.  The best of the bunch is the last one, featuring Bill Whittle, on handling two real-world objections.  If you watch only one video all year, this is the one!

Jim Lobaito, host of BizTalkRadio, interviewed me about Sales Selection in this really fast-paced 30-minute podcast.

Dan McDade interviewed Koka Sexton and me about Leads and Lead Follow Up in this intense 30-minute video.

Evan Carmichal conducted a terrific interview of me in this video where I talked about The Pitch at the 18-minute mark.

Gerhard Gschwandtner interviewed me and we discussed a myriad of sales leadership topics in this short video below:

This video on SOB Quality won a Silver Medal for Top Sales & Marketing Video of 2014.

This Webinar on Mastering the Art of Sales Coaching won a Silver Medal for Top Sales Webinar of 2014.

This Webinar on How to Sell Value in Modern Times was top-rated by its attendees.

Finally, this last video was an after-thought in a 2012 post, but it's still the best video I've seen on handling objections.  It runs for 10 minutes, features Bill Whittle and this is what I wrote in 2012 to introduce the video:

Examples of Addressing Objections

I'd like to share a 15-minute video clip of Bill Whittle.  This is NOT a political statement on my part.  I'm simply sharing HIS two examples of how Romney and Obama should have responded to their critics.  Bill was speaking to a conservative Republican audience.  Forget the politics because this isn't about that in any way, shape or form.  Instead, get the lesson on how objections should be addressed!  The point is that both Romney and Obama went on the defensive and attempted to hide information, and confuse people with their spin on the facts and history.  
These are GREAT examples!!!  In the clip, Bill handles both objections (in Romney's case - "you're too rich and can't relate"; and in Obama's case - "Benghazi was a disaster") head on and aggressively takes responsibility for what both were accused of.   At this point, it should go without saying that I advise you to first ask questions to better understand the objection.  Then, at some point, either the original objection or a newly uncovered concern must be addressed.  

It doesn't get any better than this.  It's worth the 10 minutes that it will take to watch.

Topics: Dave Kurlan, sales objections, bill whittle, Obama, romney, best sales video

What Happens When Sales Expectations Aren't Met?

Posted by Dave Kurlan on Tue, Apr 06, 2010 @ 06:04 AM

There was a tremendous amount of hype surrounding the Red Sox-Yankees opening day game.  Two ace pitchers were to take the mound when Josh Beckett, pitching for the Sox, would face CC Sabathia, hurling for the Yankees.  Two of the best pitchers going head to head against two of the best offenses in baseball.  What a pitching duel this could be!

Well the opportunity to watch a pitching duel never materialized as both teams hit better than they pitched. The game itself was fun, but the pitching matchup failed to meet expectations.

Yesterday must have been an incredibly slow news day.  The 11 PM News had a brush fire in Boston (a brush fire?), Josh Beckett's contract extension, Tiger Woods' first day back to the PGA, The President throwing out the first ball at the Washington Nationals' Opening Day Game, and two women who, while walking in their neighborhood, were struck by pellets fired by bicycle riding teenagers.  I kid you not.  For the Beckett, Woods and Obama stories to be included as part of the news instead of the sports shows just how slow a news day it was.  Yesterday's news really failed to meet expectations.

Yesterday, one of your salespeople learned that their opportunity with that nice large account is not going to develop.  While they were simply out kicking tires, your salesperson got excited about the potential.  In the end, the prospect decided to stay with their incumbent vendor.  This opportunity failed to meet expectations.

What's the difference between a baseball game or the news failing to meet expectations versus one of your salespeople's opportunities failing to meet expectations?  (Rick was writing about the same thing this morning!)

The game and the news are quickly forgotten and don't impact your life unless you bet on the outcome of the game or happen to be the leading story on the news.  When your salespeople focus too much of their time and resources on a large opportunity and it doesn't materialize, you can lose 6-12 months of productivity from them.  Not only that, your forecasts fall short, your budget goes to hell, and you could have a frustrated, demotivated salesperson on your hands.  The worst part is if you have a long sales cycle, say 8-12 months, and the salesperson devoted most of his time and energy to this opportunity for 8-12 months, it will take an additional 8-12 months before the pipeline will produce new, meaningful revenue.

Has this ever happened to you?

Topics: Dave Kurlan, salespeople failing to meet expectations, Obama, beckett, sabathia, lost sales opportunities

A Call to Action for the Sales Force

Posted by Dave Kurlan on Wed, Jan 21, 2009 @ 11:01 AM

Al Gore has become more famous for his call to action against global warming than he ever was as Vice President of the United States.

Pope John Paul II was noted for his "stand up for life" call to action.

The charities that you support have calls to action that either inspire you or embarass you into giving.

Yesterday, Barack Obama included a call to action in his inaugural speech.

In this week's Baseline Selling Tip, I redirected the President's call to pick yourself up and dust yourself off - to your salespeople. It might not be what they want to hear, but it sure is what they need to hear.

(c) Copyright 2009 Dave Kurlan

Topics: Dave Kurlan, sales management, sales motivation, call to action, Economy, Obama, selling in the recession

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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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