Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

Why Salespeople Have Trouble Closing

Why Salespeople Have Trouble Closing

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.





Why Salespeople Have Trouble Closing - To learn more about this author, visit Dave Kurlan's Website.

Like this article? Share it with your friends

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback
Dave Kurlan
Dave Kurlan 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 and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website

George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website


To learn more about the Evan Elite Author Program please contact us.

About The Author


Dave Kurlan
(Visit Dave's Website) Dave Kurlan 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 and 101 Great Ways to Improve Your Life, Volume 2.

Dave Kurlan is a Platinum author on EvanCarmichael.com
About The Author

View Author Blog
Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
Understanding the Sales Force
View Author Blog

View Author Video
Dave Kurlan Video - Dave Kurlan discusses margins with a group of business owners.
View Author Video

Free Downloads


Dave Kurlan's

Complete
List Of
Sales
Articles

Name
Email
Author's Free Downloads
Salesperson Selection Icon Salesperson Selection
Visual Pipeline Icon Visual Pipeline

More Dave Kurlan
Personality Assessments They Still Dont Get it
Sales Experts Disagree on the Right Way to Train Salespeople
8th of the 10 Kurlan Sales Competencies That Are Key to Building a Sales Culture
Dell The Economy Their Sales Force and You
How to Hold The Sales Team Accountable Under the New Rules of Sales Engagement
How to RampUp New Salespeople in 90 Days
Kurlans Law of Increased Sales Effectiveness
Present Like a Rock Star
Half of All Sales Managers Should Consider
3rd of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
Free Downloads


 
 
 


Evan Elite Authors
John Power  
John Alexander  
George Ludwig  
Evan Elite Authors

Become An Author
Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video

Business Opportunities
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"

How to Start An Online Business

Click Here To Learn More
Business Opportunities



Evan's 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!
Name:
Email:
Evan`s Newsletter

Free Downloads
Funding Worksheet Icon Funding Worksheet
Organized in 10 mins Icon Organized in 10 mins
Free SEO Report Icon Free SEO Report
Human Resources Checklist Icon Human Resources Checklist
Telemarketing Success Icon Telemarketing Success
Free Downloads - Complete List

Entrepreneur Tools and Guides
Top 50 Political Blogs
Top 50 Political Blogs
Top Political Blogs of 2009
 
Top 50 Marketing Blogs
Top 50 Marketing Blogs
Top Marketing Blogs of 2010
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Odette Mukarusagara Kabuga, Rwanda,
Odette Mukarusagara
Kabuga, Rwanda
SEO For Africa

If I Were A Startup...
Lee Segal, >1,800% Growth in 5 Years
Lee Segal
>1,800% Growth in 5 Years
Geoff Whitlock, $53k to $507k in 3 years
Geoff Whitlock
$53k to $507k in 3 years
If I Were A Startup... - Complete List

Famous Entrepreneurs
Ben Cohen Jerry Greenfield, Ben & Jerry's
David Ogilvy, Ogilvy & Mather
David Ogilvy
Ogilvy & Mather
Famous Entrepreneurs - Complete List

Entrepreneur Advice
Zig Ziglar, See You At The Top
Zig Ziglar
See You At The Top
John Jantsch, Duct Tape Marketing
John Jantsch
Duct Tape Marketing
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)

     Interchange 101
By Drew Goldbaum
     Credit Card Processing 101
By Drew Goldbaum
     Credit Card Processing/Merchant Account Basics
By Drew Goldbaum

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons 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 and Sean Combs!
Have A Suggestion?

More Evan Carmichael
More Information