The Essence of Sales Effectiveness

Guest post by: Dave Kurlan
Become an Author

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.

FREE Salesforce Grader Tool

Kurlan's Law of Increased Sales Effectiveness

Increased Sales Effectiveness: Opportunity #1

Sales Big Picture - Top Salespeople Combine the Art and the Skill

Time Management Sales Effectiveness

Do It Again

Get on the Podium

Unique Sales Techniques for Boosting Your Results

Measure your Sales Support Effectiveness

Formalizing The Sales Support Function

Sales Big Picture - Top Salespeople Sell Attractively on Purpose

Measuring Effectiveness of Your Team

Reinventing the Partnership with the Manufacturer

The 19Es of Excellence

Predictions: What Lies Ahead for Sales and Marketing

The Value 2 (Squared) Equation

It's time for Marketing to work from a system!

Sales managers also need feedback

Maturity is About Being True to Yourself

Why Advertise

Home > Sales > Dave Kurlan > The Essence of Sales Effectiveness > Google +

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.

More from Dave Kurlan
Predict Sales Turnover
Salesperson Selection
Visual Pipeline

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.

The Essence of Sales Effectiveness

Related Articles

Related Forum Posts

Share this article. Fund someone's dream.


Name:
Email: