Two Selling Strategies That are More Effective Than Facts and Figures

Posted by Dave Kurlan on Thu, Jan 28, 2021 @ 22:01 PM

Famous Scouting Reports of Hall of Fame Baseball Players - HowTheyPlay -  Sports

I hope this is one of my more entertaining articles, although most of the enjoyment will come from the links within.

Each year around this time I start thinking about Baseball because I miss it so much.  Baseball Hall of Famer Hank Aaron just passed away becoming the 9th baseball HOFer to pass in the last 12 months.  Today there were multiple videos showing wild triple plays in my Twitter feed. I've been a lifelong Red Sox fan, but I miss the Red Sox a lot less than I miss watching my son play baseball.  He's at college now, where as of today, baseball is on hold - again - still - because of COVID-19.

In 2005 I took my passion for sales development and my passion for baseball and married them together to write the best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.  Today, fifteen years later, that book is still #16 on Amazon. 

In addition to the corporate training that Kurlan & Associates provides, there are also 3 self-directed Baseline Selling online courses.

I thought I was pretty unique when it came to combining selling and baseball but I was wrong.  Meet Tom Schaff, the Sales Commissioner of Major League Sales.  While his company name and his title were both modeled after baseball, you haven't heard anything yet.  Tom is the owner of the largest baseball bobblehead collection in the world!  Check out this article.

So why should any of this be important to you?  Because I'm going to share two secrets of my success.

Most of my articles begin with a Story and despite not writing about story telling very often, it is a very important part of selling.

When faced with a strong objection, most salespeople become defensive and respond with facts, figures, data, logic and talking points.  That accomplishes only one thing.  It raises a prospect's resistance and it's extremely difficult to help someone buy from you when their resistance is high.  You can lower their resistance and at the same time deal with their objection by telling a story.  You can share a story about someone like them, about another customer, about another salesperson, about you, about an application, a success, a failure, a sport, or even a vacation.  I've done all of that and more. 

This month, I started articles with short stories about a fox, crappy movies, and The Beatles. And in December, I told the story of my dog, Dinger, who has better listening skills than most salespeople.

I think there is something even more powerful than a story and that's the analogy.  I use analogies more frequently than stories because it's even more effective to use an analogy.  It will come as no surprise that some of my best analogies use baseball.  Check out Salespeople are Like Little Leaguers, or Coaching Lessons from the Baseball Files, or What Sales Managers Do That Make Them So Ineffective. I've used dozens upon dozens of non-Baseball analogies as well and many of them can be found on this list.  Some of the best and most controversial analogies I have used were based on politics.  Check out this article about conducting opportunity reviews, and this article about the most recent Supreme Court Nomination hearings.

The bottom line is that stories and analogies will always work more effectively than logic, talking points, facts or figures. Consider the things you love and or know a lot about, how they relate to what you need your audience (your prospects and customers) to do, and how you can weave those two topics together.  You and your customers will both have a lot more fun if you learn to sell that way.

Topics: Dave Kurlan, Baseline Selling, sales tips, sales analogies, Baseball, storytelling

Analogies for Boosting Sales

Posted by Dave Kurlan on Thu, Jan 20, 2011 @ 23:01 PM

Plato and other great teachers throughout history have understood that an analogy can be the most effective way to convey an important message.  Analogies couch something unfamiliar or difficult to grasp in a familiar framework around which we can wrap our heads.  Now, I don't claim to be Platonian, but I do think that analogies are a great tool for helping people understand my particular area of expertise - sales. 

In keeping with that, I've created a series of some of my better analogies in the hope that they provide some of those "ah-ha" moments which are so valuable to improving your sales force.

Why Salespeople Need to Negotiate and 10 Other Timely Sales Lessons 

The Crucial Step Missing from Most Sales Training 

The Real Reason Why So Many Salespeople are So Bad at Selling

3 Steps You Must Take Today to Save Your Company From This Economic Downturn

Is Your Sales Force More Like a Dunkin', Starbucks or Panera Drive Thru?

What Sales Organizations Must Learn from the Impeachment Hearings

Are You Using This New Technology to Generate New Opportunities?

New Data Reveals a Magical New Score for Sales Effectiveness

A Tale of 3 Squirrels and Their Human Counterparts in Sales

Masks and Sales Assessments - You Lose a Little Freedom and Control for Safety and Confidence

How the Correlation Between Restaurants and Covid 19 Applies to Sales Assessments

Data Shows Your Sales Team is No Different Than Your Lawn 

Most Companies Can Boost Sales From 30-100% in Just One to Two Years

FDR and Sir Isaac Newton on Why Salespeople Fail 

FOX News and CNN Can Help You Conduct Better Sales Opportunity Reviews

3 Selling Characteristics for the Age of Covid, Politics and Recession

The Problem with Having Crappy Sales Managers 

New Data Shows an Overlooked Findings Correlates to Sales Success 

Senate Confirmation Hearings Show us What Salespeople Do Wrong Every Day 

Difference Between OMG and Extended DiSC

How Pitchers' Fielding Practice is Exactly the Same as Salespeople Role-Playing

Two Selling Strategies That Are More Effective Than Facts and Figures

Data - Top Salespeople are 631% More Effective at This Than Weak Salespeople (The Bob Chronicles Part 3)

New Movie Has 3 Great Lessons for Salespeople and Sales Managers 

Put a Little Beatles into Your Selling

The Nutcracker in 2020 and 3 Critical Lessons for End of the Year Selling

My Dog Has Better Listening Skills Than Most Salespeople

How a Mug of Dunkin Can Help You More Effectively Sell Value

31 Signs That Your Sales Opportunity is in Trouble

Are Assessments as Evil as the Movie Persona Would Have You Believe?

Sales is Like Baseball and Baseball Can Save Capitalism and Liberty     

Is Your Sales Force More Like a Dunkin', Panera or Starbucks Drive Through?

How Coyotes are at the Heart of Sales Motivation

Preppers - Who They are and What They Share with Elite Salespeople

Breaking News - More Salespeople Suck Than Ever Before (and Why)

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

The Importance of Resiliency in Sales and Selling

You're Afraid to Sell Because You Think There is Hope

Leading a Sales Force is Even More Like Baseball - What Should it Cover and Include?

Sales Success is Like Making Great Tasting Soup - What Should it Cover and Include?

The Biggest Secret of Salespeople that Rock

Solitaire and Modern Sales Training - What Should it Cover and Include?

Sales Managers are Sometimes Like Cashiers

Are Salespeople Also Joggers?

Baseball, Sales Cycles, and the Quest for Shorter

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

Rejection: Does Selling Cause More Anxiety Than Dating?

Leads are Making Salespeople Lazier than Old Golden Retrievers

United Airlines Uses Customer Service This Way to Impact Sales

Fine Tune Your Sales Force as You Optimize Your Computer

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

What the Sales World Can Learn from Marathon Participants

Great Salespeople See the Pixels, The Rest Watch the Movie

How the Landscape for Salespeople Changes Quickly

View From the Top - When Salespeople Call on Purchasing

To Salespeople Demos and Presentations are Like Snack Food

Music and Selling - There are Many More Similarities than You Think

How Selling is Just Like Driving a Car

Sales Coaching Lessons from the Baseball Files

Basketball and the Difference Between Sales Studs and Sales Duds

Illuminate and Dust Off Your Sales Force

Paul McCartney, Brian Wilson and the Sales Assessment Industry

Gaining Sales Traction is Like Talking to Kids

How to Use Playlists to be More Effective at Selling

Sales Strategy and Tactics - Thoughts from the Super Bowl

Great Sales Management Advice from Football's Greatest

Get Your Sales Force to Perform Magic and Watch the Sales Appear

Penn State Football Coach Just Like Dysfunctional Sales Management

The Nutcracker - Only 11% of Salespeople Do This at the End of a Sales Call

What Meteorologists Have in Common with Salespeople

How Gift Giving Mirrors the Sales Process 

Leaving Their Comfort Zone- Salespeople Are Like Children

Election Day Like Decision Making Day for A Sales Opportunity

My Sales Process, Strategies and Tactics in Your Voice

Running the Bases - The Single Biggest Mistake Sales People Make

Rod Stewart and Barry Manilow Could Be Your Veteran Salespeople

Professional Sales and the All-Star Jazz Performance

Weight Loss-How it Compares with Improved Sales Performance

Derek Jeter Shows Us How to Convert Leads to Opportunities

Lance Armstrong's Metrics Applied to Sales 

Putting for Eagle: Going for the Unlikely Close

The Sales Management Equivalent to Baseball's Pitch Count

Sales Effectiveness by Borrowing from Best Ball Tournaments 

Salespeople Aren't Made of Glass

A Toasted Bagel and 5 Minutes to Understand the Impact of Sales Training

Would Henry Ford be Able to Sell Cars Today?

Speed Limits, the Flow of Traffic, and Sales Pipelines

Examples of How Salespeople Lose Credibility with Their Prospects

How the Cheesecake Factory Menu Can Make You a Better Closer

Latest Data Shows Most Salespeople Would be Fired or Arrested if they Worked in Accounting

Would You Like to be Selling Guns Right Now?

What Salespeople Can Learn from Josh McDaniels Gutsy Reversal

It's OK for Salespeople to Lie When This Happens

Why Do Salespeople Use Facts and Logic to Combat Objections?

How Salespeople Must Run Stop Signs and Red Lights - Legally

Grammar - Why Commas Provide Sales Success Where Periods Fail

Predict the Weather but Control the Sales Forecast and Revenue

Successful Movie Franchises and the 10 Keys to Impactful Sales Coaching

The Most Successful Negotiation is The Negotiation That Isn't Needed

The Top 15 Sales and Sales Leadership Articles of 2019

What Sales Organizations Must Learn from the Impeachment Hearings

Good Sales Recruiting is Like Selecting Movies and TV Shows

New Data Reveals a Magical New Score for Sales Effectiveness

A Tale of 3 Squirrels and Their Human Counterparts in Sales

How Sales Coaching Utilizes a Quid Pro Quo

Sales Process and Why So Many Salespeople Lose Their Way

Using the Most Powerful Sales Tool to Get What You Want

How to Transform Your Sales Pipeline Today

Putting Some Hollywood into Your Sales Presentations

Your Last Chance to Make a Good First Impression

10 Reasons Why Salespeople Hallucinate

Using the Power of a Duracell to Help You Hire Perfect Salespeople

How the Rubber Band Sabotages Sales Performance

How to Use the Your Experience with Turbulence to Overcome Resistance

The Top 8 Requirements for Becoming a Great Salesperson

How Getting Feedback and Making Adjustments are the Keys to Sales Improvement

Last Day Madness on the Sales Force - That's One Kind of Urgency

How I Realized That Selling is Just a Bunch of Crap

The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Elite Salespeople are 26 Times More Effective at This Competency Than Weak Salespeople

Sales Playbook and CRM Problems - What the Data Tells Us

10 Reasons Why Parents of Toddlers Make Better Sales Coaches Than Sales Managers

What Happens When You Force a Square Sales Peg into a Round Sales Hole?

Would You Like to be Selling Guns Right Now?

When Good Prospects Can be Worse Than Tough Prospects

7 Reasons Why Prospects Go Cold and How to Avoid it


Topics: Dave Kurlan, sales management, Sales Coaching, sales analogies

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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 medals for the Top Sales & Marketing Blog award for nine 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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