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Sales Style: The 12 Reasons They Didn’t Buy From You

by Dave Kurlan

1 minute read

    Everyone has had this happen…probably more than once.

    You worked hard and smart, thought you did a great job, expected to win the business, but didn’t.  Later, you learned that the prospect “Didn’t really like your style.”

    It’s not at all unusual, but it is almost always misinterpreted.  Salespeople tend to take this personally by internalizing the comment as, “They just didn’t like me.  But why?”

    What most salespeople fail to understand is that “style” is really code for something completely different.  I have listed 12 possibilities that style could really mean.  Think back to one of those situations and determine how many of these 12 could have been the real culprit:

    1. Relationship – it wasn’t strong enough and you failed to connect.  In extreme cases this would be termed a personality conflict.
    2. Resistance – you were not effective enough at managing their level of resistance and it failed to drop.
    3. Accommodating – you were actually too accommodating and failed to gain their respect.  They saw you as a facilitator as opposed to an expert, a resource or an adviser.
    4. Value – the prospect failed to receive value from the time spent with you and considered you to be more of a vendor or supplier than a resource or adviser.
    5. Content – they did not like what you presented, suggested or recommended.  It wasn’t what they wanted to hear.
    6. Listening – they didn’t believe that you listened to them or to what they wanted.  You were too interested in following and achieving your own agenda.
    7. Authority – your statements lacked authority and you failed to establish credibility.  You were just like everyone else.
    8. Aggressive – they found you to be too confrontational, or obnoxious.
    9. Intellectual – you relied too much on facts, logic, and figures and failed to include anecdotal stories and examples.  You weren’t engaging.
    10. Cultural – they have a defined culture, specific core values, and you didn’t fit with their culture
    11. Flow – your meeting or call wasn’t conversational, it lacked the give and take and back and forth associated with being a mutually authentic conversation.
    12. Expectations – they had certain expectations of you, your capabilities, your offering, the meeting or call, and you failed to meet those expectations.

    Have you been guilty of any of these dozen?  If so, what can you do to improve?

    Dave Kurlan

    Dave Kurlan

    Dave Kurlan es un orador de alto nivel, autor de best-sellers, presentador de programas de radio, emprendedor exitoso y pionero de la industria de desarrollo de ventas.

    Dave es el fundador y CEO de Objective Management Group, Inc. (OMG), la empresa líder en evaluaciones de candidatos de ventas y evaluaciones de fuerza de ventas, donde obtuvo el reconocimiento a “la mejor herramienta de evaluación de ventas para 2011-2015”.

    También es CEO de Kurlan & Associates, Inc., una firma de consultoría internacional especializada en desarrollo de fuerza de ventas, y nominada en tres ocasiones al Inc 5000.

    Ha escrito dos libros, incluido el best seller Baseline Selling: Cómo convertirse en vendedor superestrella mediante el uso de lo que ya sabe sobre el juego de béisbol.

    Contribuyó con muchos otros autores como Stepping Stones, Deepak Chopra y Jack Canfield.

    Su popular blog Entendiendo la Fuerza de Ventas, fue nombrado el Blog de Ventas y Mercadotecnia más importante para 2011-2015 y fue incluido en el salón de la fama de ventas y mercadotecnia en 2012. También fue nombrado entre los 50 más influyentes en ventas por 4 años seguidos.

    Dave Kurlan is a top-rated speaker, best selling author, radio show host, successful entrepreneur and sales development industry pioneer.

    Dave is the founder and CEO of Objective Management Group, Inc. (OMG), the leader in sales candidate assessments and sales force evaluations, and named the Top Sales Assessment Tool for 2011-2015.

    He is also CEO of Kurlan & Associates, Inc., an international consulting firm specializing in sales force development, and named three times to the Inc 5000.

    He has written two books, including the best-seller Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.

    He contributed with many others authors, including Stepping Stones, with co-authors Deepak Chopra and Jack Canfield.

    His popular Blog, Understanding the Sales Force, was named the Top Sales & Marketing Blog for 2011-2015, and he was inducted into the Sales & Marketing Hall of Fame in 2012. Dave has also been named to the Top 50 Sales Influencers for 2012-2015.

     
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