Death Defying Sales Calls- Don't Get Run off the Road

Guest post by: Dave Kurlan
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Sales Leadership Challenges to Having a World Class Sales Force - By Dave Kurlan

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

I was driving to the airport at 4:30 AM when I passed a tandem tractor trailer - 2 18 wheelers hitched together. You must have tremendous confidence when you do that - at highway speed - with the huge, long truck on one side, and nothing but guard rail on the other side. While it's helpful to have confidence in your own ability to hold your vehicle steady, it's even more important to trust that the truck driver won't veer into your lane and run you off the road! What happens if you trust too much, take the truck driver for granted, and don't pay attention to every move that driver makes?

Sales calls are like that. You can have all the confidence in the world in your own ability but if you trust the prospect too much, if you have too much faith that they won't run you off the road, if you take their intentions for granted, they might run you right off the road without you even noticing!

But that never happened to you or your salespeople.

Have a healthy degree of skepticism, push back and challenge everything you hear, especially when it's what you wanted to hear, to avoid a case of happy ears.

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Free PDF Download
Sales Leadership Challenges to Having a World Class Sales Force - By Dave Kurlan

About the Author: Dave Kurlan

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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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Death Defying Sales Calls- Don't Get Run off the Road

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