3 Sales Approaches of Elite Salespeople

Guest post by: Dave Kurlan
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Everyone Can Sell. Not Really. Top 10 Reasons Why Not - By Dave Kurlan

On yesterday's episode of Meet the Sales Experts, my three guests, sales development experts Chris Mott, Frank Belzer and Rick Roberge, discussed the topics behind their upcoming presentations at the MIT Sloan School of Business Sales Club Conference on May 7. When addressing a listener's question about skeptical prospects, it was interesting to listen, not only to their answers, but to HOW they answered.

Frank was strategic.

Rick was tactical.

Chris asked questions to further clarify.

Great salespeople must be able to easily use all three approaches on their sales calls. Salespeople that struggle tend to have just one approach and it won't work all the time. A salesperson who defaults to tactics may lack the ability to strategically set the context for those tactics. A salesperson who defaults to strategy may not be able to dive down deep and wide enough to ask concrete questions and provide specific examples. And a salesperson who doesn't first ask a bunch of quality questions to identify the real issue will waste their time talking about the wrong solutions.

How effective are your salespeople with these three approaches?

Click here to listen to yesterday's show.

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Free PDF Download
Everyone Can Sell. Not Really. Top 10 Reasons Why Not - By Dave Kurlan

About the Author: Dave Kurlan

RSS for Dave's articles - Visit Dave's website
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.

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