Why Salespeople Have Trouble Closing

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

I've been speaking about what makes salespeople tick for about 15 years. From the beginning I've been telling audiences that there is a 100% correlation between how salespeople make a major purchase and the behavior (stalls, put-offs, excuses, sob stories) they will tolerate from their prospects. I call this weakness, Non-Supportive Buy Cycle and it consists of several components; vulnerable to think it overs; vulnerable to price shoppers, vulnerable to comparison shoppers, and vulnerable to prospects who think it's expensive.

Today, while reviewing a sales force evaluation with a client, he wanted me to know, up front, how HE rated his sales force. He gave one guy an A, a lady a B, another lady a B-, a second guy a C+ and said everyone else was a C. When we got to the Non Supportive Buy Cycle about an hour later, he got all excited because he saw the correlation between how HE rated his salespeople and how much of the Buy Cycle weakness those people did or didn't have. While Buy Cycle will affect salespeople primarily at closing time, another huge weakness, Need for Approval, will haunt salespeople who have it all the way through the selling process.

When you evaluate your sales force you can learn about all of the various weaknesses that prevent your salespeople from executing.

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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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