Obama and Friends On Stage - Implications for the Sales Force

Guest post by: Dave Kurlan
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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

There is a lot of buzz surrounding those who took to the podium this week at the Democratic National Convention - and Barach Obama hasn't had his turn yet.

Once again, I will not make a political statement in this article - just a sales opinion.

If the speeches by Michelle Obama, Hillary Clinton, Bill Clinton and Joe Biden were sales presentations, every one of their prospects would have bought from them. You're not so sure? Well a quick visit to Baseline Selling would remind us that we don't begin presenting until we reach 3rd Base and by that point, our prospect has compelling reasons to buy (2nd Base) and is completely qualified (3rd Base). If we're following the process, we're presenting to a closable prospect only.

Back to Denver. Why would those presentations close all of their prospects?

It met all of the rules for a Baseline Selling presentation:

* It was compelling
* It was needs appropriate
* Unless you earn more than $250,000, it was cost appropriate
* Even if you earn more than $250,000 you may be willing to pay more to buy their solution
* They were likable
* They engaged you
* They said what you wanted to hear and meant it
* They were authentic
* It didn't sound scripted
* They told stories
* They were believable

Whether you are a raving Democratic fan or a staunch, anti-Obama republican, you would do well to examine the five-star speeches that were delivered on this historic week in Denver Colorado.

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Salespeople Must Stop Snorkeling and Start Scuba Diving - 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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