Defining Moments in Your Sales Cycle

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

What are some of the more subtle, but important, key moments in your sales process that affect every sales outcome?

If I were to review some recent conversations with clients and their salespeople, crucial accomplishments included:

Company A - Getting the prospect to visit them rather than vice-versa. Shows commitment, importance and builds credibility.

Company B - Tonality - it's the difference between an extended phone conversation and lack of interest.

Company B - Handling Stalls and Put-Offs - keeps prospects on the phone long enough to be sold.

Company C - Up-sell and cross-sell opportunities - they have a mature market so when salespeople seek out these opportunities and build cases for them, the company grows. When the salespeople are complacent, growth and earnings are flat.

Company D - Asking the right questions in the first 2 minutes of the call. It's the difference between an engaged prospect and "next?".

Company E - Setting Expectations with regard to money. When they ask if a certain amount would surprise their prospect, they eliminate the sticker shock factor at proposal time and learn whether they need to discuss money and value in more detail now.

Company A - Taking advantage of the opportunity to push back and challenge. This establishes value and credibility and differentiates them from all of their competitors.

What are some of the key moments that impact your sales outcomes? Sometimes, just the act of identifying what they are will make everyone pay more attention to doing it more consistently.

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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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