Hit More Fairways and Close More Sales

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

Eric Dunn, my guest on this week's Meet the Sales Experts Radio Show, stressed the importance of positive self talk, affirmations, and transformation as keys to sales success. That Eric is a former golf teacher, his philosophy should not surprise anyone familiar with the mental aspect of golf. And during the interview it became clear that Eric knows a thing or two about my sport, baseball, too. Eric talked about the similarities between golf and selling and at one time he even sold golf equipment.

Eric's effectiveness as a sales trainer comes in part from the fact that when he began in sales he was reluctant to pick up the phone. As such, he began a transformation that took him from call reluctant to cold calling monster, a skill that he now passes on to the salespeople he trains. How did he make that transformation? Click here to learn the secret of his transformation.

Call Reluctance wasn't the only thing Eric had to overcome. He was only 26 when he entered the sales development business and had to overcome the resistance that went with his stature (short) and age (too young). When you listen to Eric's interview, you'll hear why he succeeded against the odds.

His keys to sales success:

* Attune to the customer - what he's thinking, why would he buy from me, and what would prevent him from doing business?

* You can't do today what you were doing last year - it probably won't work the same way anymore.

* You must present both value and viewpoint so that your prospects actually understand it.

* Listen.

* Don't get in the way.

Here is the link to this week's episode. Contact Eric via email.

Sales Tip From The Masters Golf Tournament

The Importance of Practice

Closing Sales Kindly and Efficiently

Differentiation is the Key

Why You Need A Sales System

CLOSING THE SALE - IT'S HIGHLY OVERRATED

Closing the Sale

It Doesn't Matter How Many Leads You Have! If You Don't... ~ 20K+ A MONTH SECRET

Listening Key To Closing Sales

Enough Leads for the Sales Force? How to Convert More of Them More Quickly

Sales Call Objective

A \"Closing Sript\" Is A Sales Myth

Handling the Greatest Source of Failed Closes

The 5 “Secrets” of closing the sale

Enough Leads for the Sales Force? How to Convert Them More Quickly

Sure-Fire Techniques for Closing Sales

The Attractor Factor

Closing Sales Tips To Use Because You Owe Yourself

Salesperson Wimp-Out: I Need Help

Help my sales people can’t close sales

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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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