Anatomy of the Worst Sales Call Ever
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Free PDF Download Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan |
The company rep showed up and looked at the plumbing. We had a very short discussion, mostly him telling me what he could do because he was an expert. After about 10 minutes with me, he left. Two days later I received an emailed proposal with several options and prices. And that was it. I never heard from him again.
It's easier to talk about some of the things he failed to do since he didn't do anything correctly. If we were to perform an analysis working backwards from the end of his (can't really call what he did a) sales process:
- He didn't show that he was interested in getting my business.
- He failed to call or follow up with me in any way.
- There wasn't an intro paragraph to the email.
- There wasn't a call to action.
- He didn't qualify me.
- He didn't learn about my time line.
- He never talked with me about money.
- He never asked what I wanted.
- He didn't uncover any compelling reasons why I would buy.
- He didn't appear to care.
- He didn't attempt to develop a relationship.
The real question from the scenario above is, how can this salesperson be that awful and who is responsible?
- Him for not developing his own selling skills?
- His sales manager for not recognizing his level of incompetence?
- The hiring manager for selecting a D player?
- The company for not providing training and development?
- The company for not having more of a sales culture?
- His sales manager for not providing coaching?
- The company for not having a structured sales process?
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Free PDF Download Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan |
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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. Predict Sales Turnover Salesperson Selection Visual Pipeline |
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