closing strategies
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What Salespeople Can Learn from Josh McDaniels Gutsy Reversal
- February 9, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What compelling reason might your prospect have for changing their mind? Let’s assume that they won’t reverse their decision if they were happy with the incumbent vendor and decided to remain with them. But they could change their mind if you were in the mix the entire way and on this opportunity they decided to go with your primary competitor. How would you do it?
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Getting Deals Closed – End of Quarter Sales Gone Mad
- March 3, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the 26 years that I’ve been helping companies grow and develop sales and revenue, I have rarely met with an executive for the first time and not heard about —it.
It all begins around week 11 of the quarter. A frenzy of calls, increased activity, sales management and sometimes C-Level intervention, discounts, offers that can’t be refused, and more. For 3 weeks every quarter, the entire sales force – hell, the entire company – takes on a do whatever it takes attitude to bring those deals in house.
