The Essence of Sales Effectiveness
|
| Tweet |
|
Free PDF Download Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan |
Your salespeople want a better, easier, simpler way to succeed. Yet as much as they want it, they very much want to hold on to what they know, the routine, approach, beliefs, strategies and tactics they've always used. Their security blanket.
Our job is to get them to let go of what they know and embrace what we need them to do, which will be better. The problem is that they don't think that the better way will be either easier or simpler because change never is easy or simple.
So is it really our job to get them to utilize the better way? Or, is it our job to convince them to take the first step? If we can show them that the very first step is simple and easy we can get them to take the first step. Then we have a better chance of convincing them that the next step is simple and easy too. And then, over time, we can get them to embrace a better way which will not only be simple and easy, but more effective.
This is the essence of selling. Gradually, using baby steps and a lot of good questions, convince someone to change their position.
Related Articles
|
Free PDF Download Salespeople Must Stop Snorkeling and Start Scuba Diving - 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. Predict Sales Turnover Salesperson Selection Visual Pipeline |
Related Forum Posts
Share this article. Fund someone's dream.
Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva.
Over $50,000 raised and counting - Please keep sharing! Learn more.
Featured Article
Internet Users Hbk - Chapter 9a. Follow Your Passion – Types of Online Businesses
By Dr Don Yates Sr PhD, Avoid Online Scams
Trending Articles
|
|
Like this page? PLEASE +1 it! |
Newsletter
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Popular Articles
Ten Things You Can Do To Be a Better Leader
What is Discretionary Cash Flow
SEXUAL HARASSMENT – THE CAREER KILLER
Ten Things You Can Do To Be a Better Leader
What is Discretionary Cash Flow
SEXUAL HARASSMENT – THE CAREER KILLER
Suggestions
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.






