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If Your Salespeople Can Spell They Can Sell

Written by: Dave Kurlan

Article Overview: This article explains why salespeople have trouble articulating what they do.

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If Your Salespeople Can Spell They Can Sell

I dropped off our son at school this morning and one of the girls was spelling the names of her parents. A parent remarked that she didn't think her own kid could spell the names of her parents. Just then, a boy said, "I can't spell my mom's name but I know all the letters - K-I-M".

Salespeople are like that too. They often have difficulty being able to express exactly what they do. They have a process but they can't articulate it. They ask questions but don't know why or when. They close but can't point to anything in particular that they always do to get the business.

It's important that you help them become consciously aware of the things they do so they are done with a purpose in mind and unnecessary steps can be eliminated. It's also important for you to help them integrate and execute the things they don't currently do so that their calls are more thorough and they aren't missing crucial steps.

The process for selling should go alot like 1st-2nd-3rd and the protocol for asking questions should follow A-B-C...

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Home > Sales > Dave Kurlan > If Your Salespeople Can Spell They Can Sell
Article Tags: mom, one of the girls, parents, protocol, salespeople, unnecessary steps

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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Your advantage over others Your advantage over others - Sell using your USP - unique selling proposition. Why should people buy from you, instead of your competitors? Think about it, why are you so great? It may be a hard question, but finding the answer can multiply the effectiveness of any advertising or marketing activities you undertake.
Re: When do entrepreneurs retire, if ever? Re: When do entrepreneurs retire, if ever? - Why would you ever retire when you love what you are doing? Sell the business and start another one maybe - but retire - NEVER! You should all read, The 4 Hour Work Week - By Timothy Ferris. He talks about building your business so that you can take mini 'retirement's throughout your life, instead of saving it all up for when you are old. Great concept - what do you think??
Re: SES Toronto - Day 1! Re: SES Toronto - Day 1! - ...oh and even though it's 21 secrets, why do you have [quote:1gz722fe]Tip #22: Use Your Thank You Page to Sell[/quote:1gz722fe] on your blog? Are you holding out on secrets or are you adding your own? Hope to see you at the next conference!
Some online business suggstions debunked Some online business suggstions debunked - 2. Sell photos on stock photography sites --- I tried this, couldn't even get in the front door. But then, I'm apparently a lousy photographer... However, if you do get in, I think you only get something like 25 cents a download... 8. Build services atop Amazon Web Services ---I've been an Amazon associate for a loooong time, selling books, and business has been lousy since the beginning. Nobody reads anymore...I do get a few DVD sales every now and again... but frankly I make much more money though Google Ads on my site. It took several months for that to build up, but now as my website has more readers those ads are starting to pay off, whereas there's been no corresponding jump from Amazon ads on the same pages...
Foreclosure? Foreclosure? - [quote:2075tw2d]I slipped when I hopped on the real estate wave two year ago and unfortunately now I have to seriously consider foreclosure. [/quote:2075tw2d] I'm not quite sure what you mean by this. Are you saying that the bank is going to repossess your house. Foreclose on [i:2075tw2d]you[/i:2075tw2d]? Or you have to foreclose on someone [i:2075tw2d]else[/i:2075tw2d]? Depending on where you're located, there's a business that buys houses for cash...regardless of how much equity you have in them... For the life of me I can't remember their name, but they advertise on the radio all the time. But that'd be the solution to your problem, if they do business in your area. Sell them the property you're having trouble with... "We buy ugly houses." I think that's their slogan?


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