7 Powerful Exercises to Up Your Sales to the Next Level

Posted by Dave Kurlan on Mon, May 08, 2017 @ 15:05 PM

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Some things take a while to catch on.  In his book, Outliers, Malcom Gladwell wrote about the years of work and at minimum, 10,000 hours, required for some, like The Beatles, to become "overnight sensations."

Shortly after I published my best-selling book, Baseline Selling, in 2005, I also published the Baseline Selling Field Guide. The Field Guide had specific exercises to help salespeople apply the concepts in the book to their business.  While the book was an instant success, the Field Guide wasn't until the last couple of years when, for no apparent reason, people began buying it.

Today, I received yet another request asking if I would recommend how to use the exercises in the Baseline Field Guide with the book, Baseline Selling.  In an effort to help everyone, and not just those who choose to write me, my recommendations on some powerful ways to correlate the two appear below.

The first thing to work on is Positioning Statements.  Your positioning statement is the first thing you will share with a brand new prospect in your very first phone conversation.  It is essential that you create the perfect positioning statement that conveys what you do and who you do it for, but in a way that gets your prospect to say, "that's me."  The field guide will help you get those positioning statements right and you can even send your completed statements to me for verification that they are good.  Use Exercise 5 of the field guide along with the section on getting to 1st base in the book.

The next thing to work on is your Cycle Statements.  The cycle statements will get a lot of use with your prospects who say, "We're all set" or "We're not interested" or "We're happy."  These statements, when used correctly, gives you an opportunity to turn these prospects around and get them engaged. Use Exercise 19 in the field guide along with the section on getting to 1st base in the book.

Of all the possible weaknesses, your Self-Limiting Beliefs will cause more trouble for you than anything else.  Use Exercise 23 to reprogram your beliefs so that they begin to support, rather than sabotage your outcomes.

Once you're finally meeting or talking with new prospects, you'll want to make sure that you can Uncover their Compelling Reasons to Buy from you.  Use Exercise 4 along with the section on Getting to 2nd Base to help you improve in this crucial milestone of the sales process.

Exercise 15 will help salespeople become more Comfortable Talking About Money - a crucial milestone in the Qualifying the Opportunity.  Use this exercise along with the section on getting to 3rd base in the book.

I've been writing a lot about Scorecards in the past year, but the origins for Scorecards in the sales process go back to 2005, where Exercise 16 will help you develop an appropriate scorecard for your opportunities.

I've written more than 30 articles about Sales Process and Exercise 2 will help you get yours customized and optimized.  The most important part is the sequence so make sure it's perfect.

Use the remaining 17 exercises to work on the things that represent gaps for you. 

Good luck!

Topics: Dave Kurlan, Baseline Selling, sales tips

The Second Most Important Sales Lesson of My Life

Posted by Dave Kurlan on Thu, Sep 08, 2016 @ 15:09 PM

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Earlier this week I posted an article that told the story of the biggest sales lesson of my life.  I received so many emails about that article because it seemed to really resonate with my readers.  Yet, as much as it resonated, there was one question that several of them asked in their emails.  They wanted to know why we were in that tenement building in the first place.  And the answer to that question leads me to the second most important sales lesson of my life.

The year was 1974 and as a very young salesperson I assumed that I should target families that were financially secure.  After all, that cutlery I was selling was very expensive and only the well-to-do could afford it.  We were taught to sell complete sets - $175 or so back in 1974, which equates to around $675 in 2016 dollars.  Pricey knives!  This is what happened.  I called on 100 couples of means - all known to me as family, friends, relatives or acquaintances.  They all purchased from me but not one of them bought the complete set.  Almost every one of them bought a single knife.  My average sale was around $15!  Now, I certainly understand had I not been known to them they might very well have purchased nothing from me, but felt obligated to buy something, and bought the least expensive thing they could.  It's also possible that they were all frugal, believing that a single knife could do the work of 10.  And it's also possible that my sales managers knew what they were talking about when they redirected me to young couples and teenage girls that didn't have any money.  

By that point I had run out of family acquaintances and as long as I had to begin knocking on the doors of strangers, why not broke strangers?

The other big lesson I learned was around judging.

I couldn't use where they lived, the size of their homes, the cars they drove, what they earned, or how they furnished their home as a predictor of what they could or would spend.  And $5 per week for the first nice thing a young person would ever own was much more appealing to someone who had limited income, than additional nice, but seemingly unnecessary thing to someone who had plenty of income.  Targeting is important but making assumptions about who you target will get you into trouble.

Those early lessons apply today, in B2B selling, just as much as in 1974 in B2C selling.  For example, a startup, operating out of a one-room office, may have more urgency to buy a product or service than a mid market company generating $150 million annually.  To the buyers of products and services, there are three categories:

  1. No Interest
  2. Nice to Have
  3. Must Have

When companies do demos to generate interest in their products, scenarios 1 and 2 will be the most common outcomes.  That's the primary reason why sales cycles are so long and win rates are so low.  However, when the same company uses a consultative approach, uncovers their prospect's compelling reason to buy and sells value, they will often create a scenario where their product becomes a must have.  Once your product or service moves into must have territory, your prospects will find the money.

Companies with cash often won't spend it on your products or services because if it fails to be viewed as a must have, they can easily put off the joy of something that is merely nice to have when the pain of installation, training, change, and push back make the purchase undesirable.

In order to cause your prospects to believe that they must have your product or service, you must take a consultative approach.  There is simply no other way to get there.  Most salespeople don't sell that way, relying on demos, product knowledge and price to get prospects to take action.

You can train the salespeople you have and it will take the better part of a year to get them there.  It's not the easiest way to sell.  Or, you can hire salespeople who already know how to sell that way.

Topics: Dave Kurlan, Consultative Selling, sales lessons, sales tips

Remembering The Most Powerful Sales Lesson of My Life

Posted by Dave Kurlan on Tue, Sep 06, 2016 @ 15:09 PM

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Hold on for a moment and I'll share that lesson with you or, if you can't wait, scroll down to "How I Learned to (Really) Sell.  

If you had to choose a single idea, concept, tip, tactic, developing strength or strategy, which one do you think helps salespeople succeed more than anything else?

It is a difficult question to answer because while we have plenty of science to identify the biggest reasons why salespeople struggle and fail, simply fixing one of those isolated issues won't automatically translate to instant success.

For example, one salesperson might be failing because he needs so much to be liked.  But another salesperson, who doesn't have that issue, might be failing because he can't talk about money.  And yet another might be failing because his Sales DNA doesn't support hunting.  And a fourth might be failing because she lacks Commitment to sales success.  Those might be there single biggest weaknesses, but helping them to overcome their single biggest weaknesses without helping them with all of their other challenges won't lead to success.

So back to my original question, which one thing helps almost every salesperson succeed, even when they have other challenges?

Compared to what I usually write about, the science on this is a bit fuzzier but after more than 30 years of helping companies and their salespeople generate more revenue, I am certain that it all starts with sales process.  A staged, visual, milestone-centric process.  I've written a lot about sales process over the years and my most recent article, for Growth Institute, was one of the best.  

Sales process also causes one to ask, "Which sales process?"  This article answers that question but make sure you watch the video from that article - it brings the concept to life.

Regular readers should be familiar with my best-selling book, Baseline Selling.  Baseline Selling is both a sales process and methodology.  After 10 years, in response to all of the subscribers who have asked for an audio version of the book, the wait is over.  Michael Lenz did the narration and the audio book is now available.  You can order it here but if you are one of the first 5 readers to respond via email I will provide you with a promo code to receive a complimentary copy of the audio book! [Update - Congratulations to Jeff Woolf, Benjamin Barron, Brad Betson, Jeff Anderton and Scott McNeil - winners of the five promo codes.]

Let me share my favorite story from the book.

How I Learned to (Really) Sell

I learned to (really) sell from a career pots-and-pans salesman, Bob Jiguere, one of the top sellers at WearEver™ Aluminum from the 1940s through the 1960s. By the time he got to me in 1974, Bob was in his early sixties, and I had been with the company for just over a year, eleven months longer than most of us who began selling Cutco knives to people in their homes.

I will never forget the first call I went on with him, because it was so surprising in so many ways. First, the call was the complete opposite of the “features and benefits” selling that I had been taught to emphasize. Second…well, I should just tell you the story and you can draw your own conclusions.

We walked up to the third floor of a six-unit apartment building in Lowell, Massachusetts. We were calling on an eighteen-year-old girl who lived in the four-room apartment with her mother. Girls typically bought kitchenware for their hope chests; their mothers usually had well-established kitchen accessories. As we entered the apartment, I noticed that Bob didn’t have his samples with him. But I figured he wouldn’t need them, because this girl could not possibly afford a $250 (1974 prices) set of knives—never mind cookware, flatware, or china. I was sure she and her mother were destitute.

We all sat down at the table, an old gray, plastic-topped table with metal legs. Although Bob did talk with the girl, he spent most of his time talking with her mother. He asked her to make coffee, then cookies, and then complimented her baking.

We had been in there for about 45 minutes, and if it were my sales call, I would have been finished by now. But Bob hadn’t even started! He finally got around to asking the girl some questions—but why in the world was he asking these questions? “Would you ever like to be married?” “Would you ever like to have a family?” “Will you want nice things?” “Have you started putting things away?” “Do you have a hope chest?” “What’s in there?” “Are you helping her, Mom?” “If you found something really special and you really wanted it, could you put aside $10 a month?” I had been taught to present and build value by asking if a prospect was impressed with what I was demonstrating.  I didn’t know where he was going with these questions.

Finally, he sent me to the car for the samples. He opened them but didn’t demonstrate anything, didn’t explain anything, didn’t “build value,” or tell any stories about the knives. He just opened the display and sat there looking at the knives as if they were gold bullion.

Just then there was a knock on the door. It was the girl’s boyfriend, coming over to visit. I figured he was fairly possessive and jealous, because his first question was, “Who are they and what are they doing here?”

Well, the girl very nicely replied that “these boys are showing me some nice knives for when we get married.”

“You don’t need that shit,” he said.

I knew where this call was going. We were about 10 seconds from being back in the car and going on our next call.

Bob turned to her mother and said, “These punks are all the same today. All they want to do is get in your daughter’s panties.”

I was going to die, right there and then. I didn’t think it could get any worse, when her mother said, “You’re right! I want you out of my house!”

The punk replied, “Baby, you gonna let her talk to me like that?”

The girl said, “She’s right. Get out!”

Up to this point, I had been 100 percent wrong about everything that had happened. But even as I began to sense that Bob actually knew what he was doing, I couldn’t have predicted what would happen next. Mom said, “I don’t know how much you sell those knives for, Bob, but I’d like to get a set for my daughter—and another set for me.”

Bob said, “Of course. You are one sharp cookie and a hell of a baker, too. The two sets come to just $500. Do you have that under the mattress?”

The mother said, “Oh, Bob. You know me like a book. Come on into my bedroom and I’ll show you where I keep the money.”

He followed; she lifted the mattress, took out a wad of cash, peeled off $500, pinched his cheek, thanked him for coming, made us finish the cookies, and wished us well.

A dozen or so qualifying questions, no presentation, and he sells two outrageously priced sets of knives to a mother and daughter with no creature comforts or possessions to their name. If you were on that call, would you have sat up and taken notice? I sure did. Selling would never be the same again!

While selling has changed dramatically since then, the lesson has not.  He was ahead of his time and while he would have much to learn about selling today, that approach, integrated into a modern sales process, would fit in very nicely, thank you.

Topics: Dave Kurlan, Baseline Selling, sales process, sales methodology, sales tips, how to sell, sales lesson

School of Rock the Musical Demonstrates Selling to Existing Customers and Customer Service

Posted by Dave Kurlan on Tue, Feb 16, 2016 @ 06:02 AM

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This weekend we had seats to the new Andrew Lloyd Webber Broadway show, School of Rock.  Our son has watched the original movie around a dozen times and didn't think there was the slightest possibility that the show would be as good as the movie.  Did the show meet expectations?  I'll share that in a moment, but first, let's discuss the dynamic of the show versus the movie and compare that to an ongoing sales challenge.  While salespeople have expectations for meeting outcomes and sales results, prospects have expectations too - for the meetings, salespeople, products, services, prices and terms that a company will provide at various times during your sales cycle.  In the case of movie versus show, there is a better analogy to strategic account management and even customer service.

With an existing customer, you represent the movie, School of Rock.  You are known, there is history, and the customer knows what to expect, both good and bad.

When you schedule a call or meeting to upgrade, upsell, or simply renew your contract, you represent the Broadway show, School of Rock.  Will you be the same or worse, will your prices go up and will your service go down?  It could be extremely difficult for you to improve upon the performance you already provided or impress them further.

On the other hand, your competition, finally getting their chance to compete for the business, comes in with guns blazing. They represent a different show altogether so your customer or client has more of an open mind, lower expectations and becomes easier to impress.

How did School of Rock, the Broadway show compare to the movie?  They rocked, of course.  They brought a raw energy to the stage that could never be achieved in the original movie.  It would be quite the accomplishment for the Broadway version to impress our nearly 14-year old son, but they pulled it off.  He even walked away with a School of Rock guitar pick, tossed into the audience by the Dewey Finn character.

How can you  exceed expectations with your existing customers?  Step it up, bring more energy, bring greater creativity, bring your best ideas, and commit to completely wowing your existing customer.  If you don't, your competition will!

Topics: Dave Kurlan, sales tips, account management, major account sales, school of rock

How to Get Prospects to Buy from You More Frequently!

Posted by Dave Kurlan on Tue, Dec 01, 2015 @ 12:12 PM

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It's a simple concept, really, but 74% of all salespeople aren't very good at getting most people to buy from them.  Even though the concept is simple, it seems really complicated to the group that can't do it.  Of course, most salespeople wouldn't agree that they can't do it, even when their win rates are below 50%.  And in some tech businesses, salespeople seem to be happy with win rates under 20%.  It's incredible that people can become so darn comfortable with mediocrity!  Solving the problem is easy when we have willing participants, so let's discuss how to solve it once and for all.

My article in the December 2015 issue of Top Sales Magazine addresses the issue head on and provides a very simple solution.  You can read how to get prospects to buy from you more often right here and the article is on page 22.

If your challenge is on the sales selection side of things, this article on LinkedIn was named Top Sales Article of the week and this article on LinkedIn addresses willing participants as it relates to sales recruiting and selection.  Frank Visgatis, of Customer Centric Selling, interviewed me for his Sales Rehabs podcast and we talked about -  you guessed it - sales recruiting and selection.  They said it was a great episode.

Top Sales World announced the final nominations for the 2015 Top Sales & Marketing Awards and you can see those nominations here.

Topics: Dave Kurlan, sales recruiting, sales tips, sales assessments

Why Prospects Won't Talk with You and How to Fix it

Posted by Dave Kurlan on Thu, Sep 24, 2015 @ 15:09 PM

Would you put steaks and burgers on the grill before it was hot?  Would a pitcher throw as hard as he could without first throwing some long-toss and then pitching 20-30 slower pitches?  Would a runner sprint without stretching?  If you were in a cold climate in the middle of winter and your car was parked outside overnight, would you shift into drive without letting the engine warm first?  If the concept of warming up makes perfect sense, then why in the world would salespeople do this?

Today I coached a salesperson who, despite his hard work at developing consultative selling skills, could not understand why prospects didn't want to talk with him?  Watch this short video for an explanation of what he was doing wrong, and what to do instead.

 

It's all about warming up the prospect before you can have the conversation you really want to have.  My new eBook might help. It has 63 great tips for selling face to face, on the phone, and for managing salespeople.  You can download it free right here.

Topics: Dave Kurlan, sales tips, phone selling

Sales Pros! 10 Things You Must Do Before Leaving for Summer Vacation

Posted by Dave Kurlan on Wed, Jul 01, 2015 @ 09:07 AM

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Are you going to the beach? On a sail? On a tour? To another country? To a lodge? To a resort?  Regardless of your destination or purpose, make sure you bring some good books, disconnect from your email and social networks, and actually use the time to recharge. That's good old common sense. But if you really want to kick some ass when you return from vacation, you'll want to make sure you do these important things too:

  1. Turn on your auto-responders and leave a useful message - do not let it go out with the default note.
  2. Change your voicemail message.
  3. Schedule the first two days following your vacation with Office Time. You'll need it to respond to 300 emails, return 20 phone calls, and go through mail, documents, and issues that may have arisen while you were gone.
  4. Schedule half days of prospecting time for the 3rd-5th days back.
  5. Before you leave, make sure you have meetings scheduled for the other half of days 3-5 after your return.
  6. Before you leave, schedule meetings for your entire second week back. You must complete that before you can leave for your vacation!
  7. If you're like most salespeople, you have more prospects in your dead/lost/stuck folders than in your active pipeline. Contact all of them before you leave and see if anything has changed since the last time you spoke. Let them know that you're heading out for vacation and would love to talk with them in either late July or early August if they think there is a reason or if they would like some help.
  8. Make sure your CRM/Pipeline Management application is completely up-to-date and each opportunity accurately reflects where you are today, what the next steps are, the realistic projected closing date as well as the realistic spend, where you are versus your competition, and the realistic likelihood of closing. Also make sure that the notes for each opportunity are up-to-date.
  9. Check your task lists, calendar, Evernote, CRM and email and be certain that you do not have any outstanding proposals, return calls, follow-ups or promises that slipped through the cracks. It's easier to take care of those things with an apology before you leave, than it is to kiss those opportunities, customers and clients goodbye when you return.
  10. Identify any prospects or customers that could possibly have an issue while you're gone and ask someone you trust to help in case you aniticipated correctly. Prep them and go away without worries.

Have a great vacation and when you get back, please go out and kick some ass.

Topics: Dave Kurlan, sales tips, sales CRM, sales follow up

Sales Tips for the Ages - 4 Things That Really Resonate

Posted by Dave Kurlan on Tue, Jan 13, 2015 @ 06:01 AM

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Friday, I made a stupid mistake and accidentally published a blog article around mid afternoon.  I had intended to schedule it for Monday morning, but clicked the publish button instead of the schedule button.  Subscribers and followers don't typically read business articles on the weekends and while this would not normally pose a problem, this wasn't a typical article and the response was not a typical response.  We have a cool VoiP Phone System at the office and my phone is configured to forward calls to my cell when I'm away from the office.  Starting about the time I left the office on Friday, my cell phone rang constantly right through to Saturday evening.  Here's why.

My Friday article resonated with so many readers that dozens of them started calling!  If you didn't read about the next big game changer for sales, read that article and feel free to do what my weekend readers did.  Yesterday, I returned every call except the one from Tom G in Atlanta who failed to leave his number.  I'll return your call too if you choose to dial.  That article resonated because it made so much sense to so many people and the tool I mentioned does not require a new skill set.  It's a no-brainer!

The last time an article got that much traction was my post about the Biggest Secret of Salespeople That Rock.  I received more calls and emails in support of my choice to tackle that topic than I could have imagined.  Why?  Because it resonated with so many people and I said what a lot of people had wanted to say, but were afraid to say in a business article.

Thousands of readers downloaded my mystery email template and I received many requests to use excerpts of the article when I wrote about Bringing Your Prospecting to the Next Level.  This article resonated because so many readers have prospects who have gone cold or disappeared and they were hoping that there was something out there that could lure them out of hiding.  It just so happened that I did!

The other article that really resonated was Leads Making Salespeople as Lazy as Golden Retrievers.  Most companies are experiencing exponential growth in the number of inbound leads, but were beginning to realize that most of these "leads" don't justify the time it takes for a salesperson to follow-up.  While 5 to 10% might be good quality leads, today, most "leads" are nothing more than contacts in need of nurturing.  As salespeople feel more pressure to do more with leads that are of questionable quality, this article was the voice of reason.  It resonated.

There are two more things that are important here.

#1 - There is a lot of noise out there.  There are so many best ways, practices, tips, and secrets that are simply masks to sell the blogger's product.  In the end, you need to filter which information you accept as truth, from that which must be labeled promotional or scare tactics.  If it resonates and inspires, comes from an authoritative source, and sounds like a practical solution to a problem you own, chances are it's advice you can trust.

#2 - Your message, to your prospects, must resonate with them.  How can you tell?  They will let you know!  And if they aren't letting you know, if they aren't telling you, if you aren't hearing very strong affirmations from your prospects, that you are right on, different in a good way, and the one they want to work with, then you are doing something wrong.  If that's the case, contact me and we will help you get it straightened out.

Topics: Dave Kurlan, sales tips, lead follow up, phone selling, phone prospecting, sales rock stars

The Next 'Can't Miss' Game Changer for Salespeople

Posted by Dave Kurlan on Fri, Jan 09, 2015 @ 14:01 PM

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Another game changer?  After so many in the last 5 years?  It's coming - no doubt about it.  I'll give you the background and tell you why this incredible tool will be the one to supercharge your sales.

Today, Social Selling (like blogging, LinkedIn, Twitter and others) is all the rage.  Experts are evangelizing these tools, touting their power to connect, and providing training on how to best use them.  And they're all correct about these tools.  Every seller should be using them, but therein lies the problem.

Soon, every seller will be using them!

Would you like to start blogging?  Good luck finding your audience from among the more than 2 million articles that were posted - not in the last 5 years, not last year, not last month, not this month to date - but more than 2 million posts today alone!  It's a very difficult time to start blogging.

Would you like to start sharing articles, asking questions, and commenting on LinkedIn or Twitter?  How will your tweets, comments and shares be noticed above the noise from all of the salespeople who have begun to do that?

Would you like to host webinars, or send a weekly or monthly newsletter?  How will you get people to read those when they are routinely barraged with hundreds of useless emails each day?

Would you like to have your own YouTube channel?  There are 4 billion YouTube views per day - that's a lot of people watching videos, but how can you possibly get their attention when there are millions of YouTube channels for them to watch?

Yes, friends, Social Selling certainly works - and can work well - for the people who already have well-established audiences and followings.  I'm fortunate enough to have an award-winning Blog with a nice loyal readership and get lots of organic traffic from Google searches.  A late start in any Social Selling channel may cause you to become very discouraged.

But there is hope!

I know of a tool that works better than everything I have mentioned so far.  While it doesn't have the power to reach as many people in as short a time as Social Selling, or as I prefer to call it, Personal Marketing, it is much more effective for targeting and reaching specific prospects.  Not only that, the communication is in real time, with no latency, lagging, or delayed response times.  Doesn't that bode well for having a real, rather than digital, conversation?

Even better, if you are an early, rather than late, adopter of this game-changing approach, you'll be one of the only salespeople using it, and unlike Personal Marketing, there won't be any noise!

Are you ready?

As has been the case for the better part of the past 30 years, I am way ahead of the curve on this.  Would you like to know about it?

I have become aware of a tool that allows you to reach any prospect, anywhere, at any time, without even knowing their email address, twitter handle, or public LinkedIn page!  There is no limit to the number of characters, length of message, or size of content.  Your prospect can respond to you as easily as you can reach out to them and the technology is readily available to anyone who wants to avail themselves of it.  And the best news?  It's covered by nearly all of your existing subscriptions and fees.  Doesn't that sound awesome?

It gets better.  Email, InMail and Twitter messages don't always convey how you wanted to sound and can be easily misunderstood or misinterpreted.  Not so with this technology.  

Introducing the Tool of the Future

Today, I would like to be the first to introduce you to the sales tool of the future.  A Direct Line of Communication to any prospect in the world.

You may have seen this tool before, but you may have to use it in a way that is different from how it was intended.  Today, most people use these devices to send text messages, tweets, emails and upload photos and videos.  But if you poke around enough, you will find that manufacturers actually included a nicely hidden feature that allows you to punch in about 10 digits and you can actually speak - LIVE - to anyone - anywhere - on demand.  It is SO COOL!  And the device will remember those numbers so that you don't have to punch them all in again.  Amazing.

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Copyright:  123RF Stock Photo

Free Demo!

And for a limited time, I can provide you with a demo of how this works.

Go to your device, find the application called PHONE, and tap the following 10 digits in the field provided:  800-221-6337.  Press the green button.  You will hear a sound to indicate that you have initiated an attempt to reach me.  There is a very good chance that a live person from Objective Management Group will answer your very first ping.  I'm going to provide you with a promo code that will give you direct access to me.  When they answer, say, "Dave Kurlan, please" and the live person will actually reroute your ping directly to me!  And if I'm speaking live with someone else at that moment, I have a digital clone that will answer and you can tell my clone exactly what you wanted to tell me, leave any kind of message you want, and I can actually listen to it later and return your ping.  It's truly amazing, friends, and will revolutionize the way selling takes place in the future.

I'll bet that you're thinking that this entire article is a joke - that I wrote it with tongue-in-cheek.  Wrong.  I am dead serious.  Do you know how many phone calls I received today?  One.  Nobody uses the phone anymore and that's what makes the phone such a perfect and obvious choice for building your pipeline and accelerating sales growth.  Web-based tools are awesome for marketing and generating interest, but most of us have to sell!  And trust me when I tell you this:

It is a lot easier and much more powerful to sell on the phone, via video conference and face-to-face than it is hiding behind your computer screen.

Please take advantage of my limited time offer to demo this new technology.  Try it for yourself!  Call me now - 800-221-6337 ext 212.  Remember the promo code: Dave Kurlan

Topics: Dave Kurlan, Closing Sales, sales tips, social selling, lead generation, game changer

Keys to Improved Sales Performance - Part 3 of 4

Posted by Dave Kurlan on Thu, Sep 04, 2014 @ 07:09 AM

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This is the third in a four-part series that will run this week.

See Part 1 here
See Part 2 here 
This is Part 3.

If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work.  As part of getting the work done, you deleted as many emails as you could where a reply wasn't required and visited fewer websites and blogs.

That means you missed a lot of what we were discussing this summer.  This series will catch you up in a hurry.

Four days, four categories, with related articles.  Easy.

 

The Selling Articles

While the majority of the 1,200 articles that I have written and posted on this blog in the past 8 years are about the sales force, sales management, sales leadership and sales recruiting, I write about selling more than I ever expected to.  Nowhere is this more evident than this summer, when I managed to write these 7 articles.

How Stealing 2nd Base is Today's Secret to Success in Sales 

The One Sales Question I've Been Wrong About for Years 

The 21 New Sales Core Competencies for Modern Selling 

What is the Best Sales Process for Increasing Sales? 

Rejection: Does Selling Cause More Anxiety Than Dating? 

Top 5 Mistakes Salespeople Make When Under Pressure 

Top 10 Mistakes Salespeople Make on the Phone (Funny Read) 

Tell us what you think, and share your opinions about how the concepts in these articles apply to you and your sales efforts.

 

Image Copyright: rawpixel / 123RF Stock Photo

 

Topics: Dave Kurlan, Consultative Selling, sales tips, sales questions

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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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Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

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Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2016 Top Sales & Marketing Blog

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