sales resistance
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Managing and Overcoming Resistance is the Key to Sales Success
- March 1, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most salespeople encounter prospects with that kind of resistance only when they are making cold calls and then, only because most of them are so inept at lowering resistance!
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The Law of Opposites; Does This Description of Salespeople Offend?
- November 18, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ll get to it, but first bear with me…
Last week, I was driving into Boston to lead our fall Sales Leadership Intensive. I was listening to the personalities on the Boston sports radio station discuss the client appreciation event that they attended the prior evening.
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Sales Competencies and Your Competition
- November 6, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Companies don’t invest enough time and energy being strategic and tactical about competition. The approach shouldn’t be economic as much as it should be tactical. Your approach should revolve around neutralizing your competition as opposed to being competitive with your competition.
