Crucial Selling Take Aways from the 2017 Home Run Derby Lead to Sales Greatness

Posted by Dave Kurlan on Wed, Jul 12, 2017 @ 09:07 AM

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Did you watch the Home Run Derby on Monday night?  I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched.  Wow, what a show!  Of course, my mind always looks for a correlation to selling and there are some good ones here.  

The sales equivalent to the Home Run Derby wouldn't really work - buyers lining up to place orders with the greatest salespeople on the planet.  That's stupid.  But there's another way to correlate the derby to selling greatness and that is in the area of preparation.  Consider this:

I did some research and found that MLB hitters take as many as 500 swings per day - and they are already among the 750 greatest baseball players in the world.  Resource. What would that look like if we compared it to selling preparation?  Let's consider the following:

  • Each "at bat" (AB) is equal to a sales phone call or sales meeting.
  • Each "dry swing" is equal to a mental review of an upcoming conversation.
  • Each session of batting practice or cage work is equal to a role-play.
  • A swing takes about 3 seconds, so 500 swings is equal to a 25-minute role play.

What if you aren't already one of the greatest salespeople but want to become one?  This article tells the story of a 45-year-old writer with nothing but Little League experience.  He embarked on a quest to become a home run hitter and in doing so it took:

  • 100 swings per day
  • 15 months
  • 28 broken bats
  • a total of 38,400 swings

The key ingredient here is practice and in the area of practice, role playing.   Most salespeople not only hate to practice (read role-playing), but don’t believe it is necessary.  But it's crucial to practice every possible scenario that could come up so that we are completely prepared - for anything. How many salespeople are so thoroughly prepared that it wouldn’t matter what their prospect said, did, or asked and the competition would be irrelevant?

"The only difference between successful salespeople and the other 77% is that the successful salespeople actually do the very things they don't like doing."  

Here is a great movie clip from Hitch that demonstrates how difficult it is to role-play.

 

 

As Aaron Judge became the greatest home run hitter on the planet Monday night, it's important to understand how much practice and preparation was required to get there.  It has taken him his entire short lifetime!

If you want to become a great salesperson - one of the top 7% - then you need to put in the equivalent of your 500 swings every day and practice through role play.  Those who commit to this and make it all consuming will experience financial rewards and personal gratification that will make it all worthwhile.

If you like the baseball/sales analogy, there is none better than the one found in the best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.  

Topics: Dave Kurlan, Baseline Selling, Sales Coaching, role play, sales effectiveness, aaron Judge, HR Derby

30 Interesting Non-Selling Subjects to Make You Better at Selling

Posted by Dave Kurlan on Wed, Jul 05, 2017 @ 11:07 AM

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I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England.  He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused.  I said, "You didn't play baseball growing up - how were you able to teach him?"  

He said, "When I was in school, we may not have played baseball, but we did have to practice throwing grenades and it's exactly the same motion!"

Who knew?

And he didn't know at the time that practicing grenades would prepare him for something completely different years later.

The same goes for sales.  There are so many subjects, all unrelated to selling, that can make salespeople more effective.

I've written about many of these subjects before.  Don't click on all of them though.  Find 3 that interest you and read only those.  Then leave a comment below on how that could help you.

Intentions and Affirmations

Driving

The Nutcracker

Baseball Practice

George Carlin

Faith

Shoes

Basketball Practice

Military General

Coyotes

Preppers

March Madness

School of Rock

Presidential Debate

The Martian

Jack Reacher

Whiplash

Chris Cagle 

Punishing Ballplayers 

Music

The Mac OS Beachball of Death

Bad Guys

Engelbert Humperdink

Superbowl 49

Blizzard of 2015

Earthquakes

Politics

Band of Brothers

Soup

Baseball

Topics: Dave Kurlan, sales tips, sales effectiveness

Phone Prospecting - the Key to Scheduling Meetings

Posted by Dave Kurlan on Tue, May 23, 2017 @ 17:05 PM

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Cold calling is dead.  Not.

Cold calling doesn't work.  Untrue.

Cold calling is a waste of time.  True if you suck at it.  False if you're good at it.  

Even if you are following up on inbound leads your follow up call will be cold.  They don't know you and you don't know them.  Cold.

Back in the 20th century, when I first started cold calling, I hated it so much that I vowed to become so good at it that I could reach my new appointment goal in an hour instead of the 6 hours it was taking each day. It's about being effective, not dialing your brains out!

Today, a salesperson left a voicemail message and he didn't sound bad; but his strategy and script were awful.  Listen to the message below and try to identify what was wrong.  Then watch the video below to hear me talk getting your prospects to pay attention and engage with you on the phone.

Listen to the voicemail.

 

If you took the quiz then you know the right answers, right?

So why do salespeople have such a difficult time on the phone?

In addition to poor strategy, their scripts are awful, they usually sound awful, they fail to get their prospects' attention and rarely, if ever, get their prospects engaged.

Watch this video to get a better sense for what I mean.

 

Latest News -

Kurlan & Associates was named again in the 2017 Selling Power list of the Top 20 Sales Training Companies.

The Salesman Podcast, with host Will Barron, just released this interviewwith me talking about Excuse Making.

 

Topics: Dave Kurlan, cold calling, sales effectiveness

The Fastest and Easiest Way to Reach Sales Greatness

Posted by Dave Kurlan on Tue, Jan 17, 2017 @ 06:01 AM

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One of the things I hear an awful lot is, "Dave, how do you write so many articles?"

1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work.  The secret behind that kind of prolific writing can actually help you too - to find and close more business, sell more consultatively, qualify more thoroughly, and earn more money.  Would you like to know what that secret is?  I'll share it below.

Back in the 1980's I wasn't writing sales books and articles, but I was writing songs.  And you probably won't be surprised to learn that I had a new song in my head just about every week.  They came non stop - just like the sales and sales management articles have flowed steadily for the past 10 years.  

The secret is very simple.  32 years ago I announced to the universe that I was a sales trainer.  31 years ago I similarly announced that I was a song writer.  27 years ago I announced that I was an expert in sales assessments. 10 years ago I announced to the universe that I was an author and a Blogger.

I didn't make any of that stuff up because I was very qualified in all three areas.  The big difference was my conscious affirmation to the universe.  After the announcements were made, I had no shortage of sales training and sales assessment innovations, as well as poems and melodies to accompany them.  

So how can you use this concept to become a better hunter, closer, qualifier and consultative seller?

It's really simple.

Start letting the universe know that "I'm a hunter!"  "I'm a closer!"  "I sell consultatively."  And, "I am a very thorough qualifier."

"Of course, you can't simply announce your intentions and then wait for something to happen (like "The Secret" suggests).  You must put forth the effort and the time - when you are selling and when you are improving your skills."

After you begin repeating these affirmations, you will not only begin improving in these areas, but you will be guided to the tools, resources, mentors, coaches and trainers that can help you improve in these areas.

Topics: Dave Kurlan, sales effectiveness, sales efficiency, sales greatness

How Learning to Drive Can Help You Achieve Sales Mastery

Posted by Dave Kurlan on Mon, Jan 09, 2017 @ 06:01 AM

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Image Copyright 123RF Stock Photo

I was on the phone with a client who spent some time telling me about how he follows the sales process, prepares the questions he wants to ask, makes sure he remembers to thoroughly qualify, prepares and plans his presentations and considers all of the possible objections he may encounter along the way.

That's all well and good - but it's too complicated.  It's much more like driving a car.  Let me explain:

When you learned to drive a car, you had to think about safety, where your two hands were to be placed on the wheel, where your feet can find the accelerator and break pedals, when to use your directionals, how to use the rear and side mirrors, when to turn use your high beams, the rules of the road, and if it was standard transmission, how and when to shift and use the clutch.  And that was before you actually drove anywhere!

Of course today, you don't give any of that a thought.  You didn't forget it. You learned it, internalized it, embraced it, and finally mastered it.  Mastery is the art of not having to think about what you are doing.  Most drivers can listen to the radio, carry on a conversation and navigate to their destination without giving a single thought as to how to drive the car.  Selling is the same.

At some point, salespeople are presented with the company's sales process, its stages, and the milestones of each stage.  If they are receiving effective sales training, they will also be trained on the methodology or conversation required to seamlessly move from milestone to milestone, along with the strategies and tactics to ask questions, build a case and get people to buy from them.   It's the same as when you learned how to drive and first sat in the driver's seat of your parents' car.  You were required to take professional driving lessons, drove your parents around in between lessons, and eventually (most of you) mastered driving a car.  Some people taking driving a bit further and go on to become professional drivers, including the best on the planet - NASCAR drivers.

Salespeople must go through the same process, including the professional instruction, practice and desire to be the best on the planet.  Most salespeople skip the parts in between learning (initial training) and mastery (effective selling) - internalizing and embracing - the two things that must occur prior to mastery.  The only way to get from learning to mastery is to practice!  Role play!  For more on role playing, see this article.

Topics: Dave Kurlan, sales mastery, sales effectiveness

10 [More] Tips to Help You Sell More and Get More Done Than Anyone Else Part 2

Posted by Dave Kurlan on Thu, Jan 05, 2017 @ 06:01 AM

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To start the year off I posted My Top 10 Tips to Help you Sell More and Get More Done Than Anyone Else. I received so many thank you notes and emails expressing appreciation for that post that I decided to share 10 more tips for those who have the capacity to become even more efficient.

1.  Browser Bookmarks - I use the Chrome browser but I believe you can do this with IE and Safari as well.  There are approximately 300 websites that I visit. Some, like Membrain, Google Sheets, LinkedIn and online Banking are opened multiple times each day, while I might visit other sites once per quarter.  Most of the sites are applications and tools for the business but some, like restaurant menu pages, simply give me quick access to what I need.  I use a bookmarking system that saves me a tremendous amount of time.  I have 8 folders on the bookmark bar of the browser.  They include:

  1. Most Used
  2. Email/Access
  3. Business
  4. Health/Fitness
  5. T & E
  6. Web Tools
  7. Servers/Content
  8. Audio/Video/Presentation Tools

Each of those folders has shortcuts and/or additional folders that contain shortcuts to the pages I frequent.  For example, this screen shot shows my Most Used Folder where you can see 6 additional folders, with shortcuts.  Cash and Checking has 6 shortcuts, Blog has 9, OMG has 15, DKA has 19, Google has 5 and Wunderlist has 2.

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My homegrown bookmarking system saves me huge amounts of time. I know exactly where to click to get instant access to the pages.

2. LastPass - You can save even more time if you don't have to log in to the sites you visit!  LastPass, a Chrome Extension, not only saves the user names and passwords for all of your sites, but it will also log you in automatically!  Nothing to type, nothing to click!

3. Adobe Echo Sign - If you need to get contracts signed, there are a number of applications available for doing that and I have found advantages to doing just that.  First, people tend to quickly sign electronic documents while PDF's attached to emails must first be printed, reviewed, signed, scanned, and resent. Sometimes those get forwarded to legal departments where they get lost. The work involved in getting a PDF signed, compared to the relative simplicity of getting a document signed electronically, is profound.  If it's from Adobe, the email message is far less likely to be deleted than one from other online document signing applications and Adobe Sign reminds people to sign if they haven't gotten around to it so it's fast, easy and brainless.

4. iMacros - If you need to do something online - and repeat it often - then iMacros, another Chrome extension, is your solution.  In my case, I regularly score certification tests taken by OMG Partners and their employees.  The scoring process involves navigating to Survey Monkey, logging in, going to the survey that holds the answers, browsing to the most recent submission, opening ToutApp, and loading the Certification email template.  IMacros automates all of those steps so that I only have to select Certification from the iMacros menu and the application does all of the clicking for me until both of those pages are displayed on my browser.

5. TextExpander - Are there words, phrases and sentences that you frequently type?  As I mentioned in part 1, I often type, "Would you mind using this link to my calendar to find and schedule a mutually convenient time for us to talk/meet?"  With TextExpander, I simply type ";cal" and the application types that question into the email for me!  Think about all of the typing you can save with this application!  Click the image below to watch this 10-second video demonstration.

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6. Reachable - Have you ever wasted time attempting to determine the best way to connect to someone on LinkedIn?  Like, who knows that person or who might know them the best?  Reachable leverages your social media connections and does that for you in seconds!

7. Cloud Servers - I don't save anything "on" my computer's hard drive anymore because I need to access my files from whatever device I am using - desktop, laptop, iPhone, iPad or somebody else's device.  Cloud servers allow you to do that - quickly and easily.  I use Dropbox because the Dropbox folder appears in the file menu of my computers where I am most likely to access those files and the files are synced between my computers.

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8. Toofr - Have you ever wasted time trying to find somebody's email address?  Toofr actually accomlishes that for you!

9. Jabra Pro - Do you receive as many calls on your cell phone as you do on your office phone but prefer to use a headset?  I use the Jabra Pro bluetooth headset which connects to your desk phone, cell phone and if you want, your computer so that you can talk to Siri or dictate a Google search - all via Bluetooth.  One headset - three sources.  It switches seamlessly between the 3 devices so that you can simply get stuff done!

10. Snagit - Do you ever need a picture, screen shot or a video of your screen?  Snagit does that with ease.  The video of me using TextExpander was created in seconds with Snagit

 I hope these additional 10 time-saving tips to help you sell more and get more done than anyone else were helpful.  If you have any tips that help you sell more, please add them to the comments.  Part 3 in the series has 7 more tips.

Topics: Dave Kurlan, sales effectiveness, sales productivity, sales efficiency

Top 10 Tips to Help You Sell More And Get More Done Than Anyone Else This Year Part 1

Posted by Dave Kurlan on Tue, Jan 03, 2017 @ 09:01 AM

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We attended the organizational kick-off meeting for the team with whom our 14-year old son will be playing travel baseball this year.  The organization is run by former MLB pitcher Brian Rose and one of the memorable things he said at this meeting was, "There will always be someone working harder than you."  He said, "If you take a day off, someone else will be still be working" and, "If you want to be the best you have to work harder than everyone else."   Mark Cuban said, "Work like there is someone working 24 hours a day to take it away from you."

I've always outworked everyone in my own companies so both of these quotes resonated with me. At the same time, hard work alone isn't enough.  You must also be smart and efficient about what you work hard on.  For the first article of 2017, I thought it would be helpful if I shared how I get more done than anyone else I know.

Like many CEO's of small companies, I wear many hats.  As the CEO of Kurlan & Associates & Associates, a global sales consulting firm, I run the business, produce revenue, handle accounting, meet with the leadership team, have some personal clients, conduct some of the training, and do some keynote speaking.  As the CEO of Objective Management Group (OMG), the leading provider of sales force evaluations and sales candidate assessments, I am the chief innovator for product development, select firms that will represent OMG outside of the Americas, coach OMG's partners, meet with my leadership team, and do some keynote speaking.  Running two companies isn't a 16-hour a day load, but 12-hour days are common.  So how do I get it all done?  Here are my top 10 keys to outworking everyone:

  1. Say no.  One of the important things I picked up from business guru and Gazelle's CEO, Verne Harnish, is that you must identify 3 things that you won't do anymore.  I carry that theme forward on a daily basis and as opportunities, events, projects and tasks are presented to me I say no to those things that don't support either the business goals, core offerings, or personal goals and values. 

  2. Calendar.  A functional calendar allows me to visually see my day, week and month.  I manage the calendar myself and don't let assistants anywhere near it.  Not only that, but entries are color-coded so that I can quickly and easily determine whether I am maintaining a balance between the two companies, between sales and delivery, and between work and family.  This is very important: I block out time, in advance, for getting work completed in between calls, appointments and meetings.  In addition to the color coding, my calendar is synced between my iPhone, iPad, Macbook Pro and iMac computers.  I use Google's Calendar syncing as the engine and on my mobile devices I have the Readdle app, and on my computers I use CalendarPro for Google.  

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  3. Automation.  I save time and aggravation by using an online scheduling tool.  Instead of going back and forth with someone to identify a time that we can meet or talk, I provide them with a link to my calendar.  I write in an email, "Would you mind using this link to my calendar to find and schedule a mutually convenient time for us to talk/meet?"  I embed a link to the scheduling tool which, in this case, is an app called ScheduleOnce.  You have no idea how easy this is, how much time it saves, and the thanks I get for making it so easy.

  4. Lists.  I believe that my mind is sharper than it's ever been.  Sharp doesn't necessarily mean that I can remember everything I need to do each day, week and month, and you can't arbitrarily decide which things to write down and which things to remember.  So I have a no exception policy where everything I need to do is committed to a list.  As with the calendar, I use a list that syncs between my computers and mobile devices and my choice is the Wunderlist app.  I use Wunderlist because it has folders, an unlimited number of lists that can be included in each folder, and each list accomodates a sub list, notes and attachments.   I also utilize the due date and reminder options and sort the items in my lists by due date. I would be lost without Wunderlist.  

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  5. Auto Responder.  I turn on my email's auto responder whenever I will be unable to respond to emails for 6 business hours or more.  I don't want to appear unresponsive and my message tells people who they can contact in my absence and when they can expect to hear back from me.  I don't have to apologize when I finally do respond and that saves unnecessary typing as well.

  6. Rituals. In order to be productive, I know that I must wake up at the same time each morning.  My default is 5:30 AM, which gives me an hour to respond to emails that came in overnight.  I usually have a number of emails from OMG's overseas partners, as well as CEO's who choose to work late rather than start early.  Most of my articles are written during this one-hour window in the morning as well.

  7. Anti-Meeting.  Most meetings are time wasters so I don't schedule many.  I have two 10-minute morning huddle calls, one for the leadership teams of each company, at 8:15 AM and 8:30 AM and most of what needs to be communicated in either direction is accomplished during that time.  I have a weekly product development meeting for OMG, a weekly sales/client projects meeting for Kurlan, and monthly and quarterly leadership meetings for OMG.  Less is more.

  8. Anti-Travel.  Some travel is unavoidable but most of what I do can be done by phone, video conference, file share, internet based collaboration and more.  Everyone is busy, travel wastes enormous amounts of time and money and it takes you away from family.  Travel is a last option, not a first option.

  9. Email.  To limit incoming email that requires responding, there are a few things that help a lot.  First, unsubscribe to everything that creates noise.  Spam is impossible to unsubscribe from but if that's the only stuff in your junk folders you can do a quick review and mass delete each day.  In order to do that, it's crucial that you first add senders that you want/need to hear from, but that might end up in your junk/spam folders, to your safe sender list.  With that accomplished, you should utilize the Rules function of your email to automatically move emails that you receive every day, like newsletters, to a newsletter or subscription folder.  I also have folders called "Waiting" and "Action."  When I am waiting for a response from someone, I blind copy myself and move it to the waiting folder, and when someone is waiting for me to do something that email gets moved to the action folder and added to a list.  I never save emails in my inbox.  Instead, there are folders for every client and partner, for marketing, accounting, tools, subscriptions, etc., and emails that need to be saved are moved to the appropriate folder.  Having thousands of emails in your inbox is not efficient!

  10. Family.  Nights and weekends are for family.  Family dinners and watching our son's baseball and basketball games are my number 1 evening priority - not work.  If I am behind, I may take an hour or two to catch up at night, but not until after we have spent quality time together at dinner.

I have 10 more tips on getting more done here.

Do you have any tips that contribute to getting more done than anyone else?  Add them to the comments below!

Topics: Dave Kurlan, time management, sales effectiveness, sales efficiency, working harder

Most Salespeople Are Wrong about the Concept of Being Willing to Walk

Posted by Dave Kurlan on Mon, Oct 31, 2016 @ 10:10 AM

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At some point in most training programs we talk about being willing to walk away.  In addition to being part of a Kurlan led sales training program, the willingness to walk away is a major focus of any training program on negotiation as well.  But most people in sales don't really understand the concept of being willing to walk, how it plays out, and what to do when you get there.  I would love to share my thoughts on this below.

I have a couple of concepts that must be understood prior to a discussion on the willingness to walk.  First, you must abandon any hope of making the sale. Read this short, but important article about giving up hope.  Second, you must be taking a consultative approach.  Read this article about how consultative selling is different and why salespeople struggle with it.  With those two concepts as the foundation, we can discuss being willing to walk away.  

I remember coaching a salesperson who was number one at his company.  He had just finished providing the background on an opportunity that didn't go as planned and he was so proud that he had walked out on the CTO.  

The problem is that being willing to walk is not actually walking out!  It's when you are willing to walk out - but you don't.  

When you reach the point that you would want to walk out you simply begin asking the questions, challenging the thinking, and/or pushing back on your prospect - only now you have nothing to lose.  Of course, you should have been asking the good, tough, timely questions right along but you either weren't comfortable, didn't think you needed to, or thought you had asked enough questions.  So now you have a second chance.  What would you say, do or ask if there was nothing on the line, no business to lose, no prospect to become upset and no boss to question your effort?

Salespeople tend to use willingness to walk as an excuse to give up on a prospect or opportunity.  Being willing to walk is a mindset, not an actual departure!  

Topics: Dave Kurlan, sales training, sales effectiveness, willing to walk, sales confidence

The Crucial Selling Skill That Nobody Talks About

Posted by Dave Kurlan on Thu, Oct 13, 2016 @ 20:10 PM

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Image Copyright 123RF Stock Photo

Earlier this week I received an unsolicited email from the founder of a company who introduced himself and asked me to try his new tool for speakers.  By itself, this was not unusual because I receive 20-25 unsolicited emails per day. They want to optimize my website, sell me SEO services, provide me with online marketing tools, sell me the latest SaaS program, provide a guest article for my Blog, buy advertising on my Blog, sell me leads, book appointments for us with prospects, or show me the latest sales enablement tools.  Unlike most, this particular email was actually formatted and the sender signed his complete name, title and company.  But let's talk about the biggest, most surprising thing about this sender that brings us to the topic of today's article.

Just three days later I received a follow up email from the same sender and the subject line read, "Good By from [company name withheld].  The body of the message began with, "I was looking forward to helping you but I haven't received a response to any of my emails...so I will be removing you from my contact list."

I couldn't care less because the tool looked lame and if he thought that he was going to hurt my feelings with his threat to remove my name he is as stupid as he is impatient.  And patience is what I want to talk about today.

"Patience is the most important selling skill that nobody ever talks about.  You can visualize patience on a pendulum where on one side there is an excess of patience and on the other, tremendous impatience."

When there is an excess of patience it always results in the salesperson accepting an endless number of stalls and put-offs, thereby lengthening the sales cycle, and shrinking the win rate.

When there is an excess of impatience, as we observed with the email sender, there will be a disproportionate number of prospects who become turned off, pissed off, or off-ended.

In a perfect selling world, salespeople must be able to walk the fine line between patience and impatience.  They must be able to challenge and push back on stalls and put-offs, but do so with kindness and professionalism so as not to cause a prospect to feel pressure.

We can't call the skill Patience because that implies having too much patience.  But the correct balance of patience is the key to pipeline velocity, shorter sales cycles and higher win rates.  I call this the ability to Manage Patience.

And the best news?  In the coming months we will add Manages Patience to Objective Management Group's (OMG) already feature-rich, acutely accurate and predictive Sales Candidate Assessments.  You can subscribe, get a free trial, or request samples here.

Topics: Dave Kurlan, sales excellence, sales effectiveness, long sales cycle, win rates, managing patience

I Admit it - Why Words in Selling Really Are Important

Posted by Dave Kurlan on Wed, Oct 05, 2016 @ 06:10 AM

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In the past I've written about how words aren't that important.  Here are two such articles:

http://www.omghub.com/salesdevelopmentblog/sales-performance-stop-worrying-about-the-words-you-say

http://www.omghub.com/salesdevelopmentblog/effective-selling-is-less-about-the-words-and-more-about-how-you-say-them

But today, I'll play politician, reverse my position, and talk about why words are very important.  I've written about the importance of words before too.  http://www.omghub.com/salesdevelopmentblog/tabid/5809/bid/101263/Specific-Words-are-So-Crucial-to-a-Sales-Conversation.aspx 

When it comes to words, there was probably nobody more clever than the comedic genius George Carlin.  The video below is the funniest and best example of his use of words.  Watch that and then we'll talk about how the same premise applies to sales.

It seems to me that the same thing that George talks about has happened in sales.  Today we have phrases like:

  • Sales Velocity
  • Sales Enablement
  • Chief Sales Officer
  • Chief Revenue Officer
  • Unique Value Proposition
  • Buyer Journey
  • Sales Process
  • Sales Methodology
  • CRM
  • Elevator Pitch
  • Positioning Statements
  • RFP's and RFQ's
  • Scope of Work
  • Consultative Selling
  • Sales Model
  • Quantification
  • Qualification

Have we complicated this process or what!  Salespeople are now called any one of the following:

  • Sales Consultant
  • Account Executive
  • Major Account Executive
  • VP Major Accounts
  • Representative
  • National Account Manager
  • Distribution Manager
  • Manufacturer's Representative
  • Product Specialist
  • Inside Sales Representative
  • Field Sales Manager
  • Territory Sales Manager

Things were much simpler when we were all peddlers!  We sell.  Some of us are better than others.  Some of us have a more difficult sale than others.  Some of us have a more complicated sale than others.  Some of us enjoy the challenge more than others.  But when it comes right down to it, all of us are peddlers.

"The more you can simplify what you are saying, the better your chance that prospects will understand what you are selling." Dave Kurlan

Don't miss these:

Barb Giamanco interviewed me for the first edition of this fall's Sales Hardtalk series.  You can listen to the podcast on selling value here.  Shimon Abouzaglo, President of the Value Selling and Realization Council, also interviewed me about selling value and specifically, how you can develop salespeople to become value sellers and hire salespeople who already have the ability to sell value.  You can listen to that presentation here.

The October issue of Top Sales World is available today.  You can download your issue here.

Topics: Dave Kurlan, sales interview, sales effectiveness, Top Sales World, words in sales, george carlin

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned a medal for the Top Sales & Marketing Blog award for six consecutive years.  Dave's Blog earned a Bronze Medal in 2016 and this article earned a Bronze Medal for Top Sales Blog post in 2016. Read more about Dave.

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