The Crucial Selling Skill That Nobody Talks About
Patience is the most important selling skill that nobody ever talks about. But the correct balance of patience is the key to...
Top 3 Reasons Why Sales Training Doesn't Change Your Salespeople
It's a common frustration and often explains why companies try it once and don't go back, or why they use a different company...
Why late December is a great time of year to reach Decision Makers
Most business owners and salespeople believe that trying to reach prospects at year-end is pointless and instead spend time...
4 Things to Do When Your Prospect Chose Someone Else
When you receive a “no” answer, it’s not the time to turn and run. You spent the time cultivating interest. You worked hard...
What Comes After The Sales Process?
In his third blog post of a series on the crucial importance of Sales Process, Dave Kurlan, shows us the steps that come after the...
That Prospect... Dead End or a Golden Opportunity?
When business owners or salespeople hear prospects say, “I already have a contract for that," they too often think there is no...
Send more information? Did I just get blown off?
This is part of the process. Many people express frustration when sales conversations are cut short by “send more information.”...
Why A Customized Sales Process Is Like Buying Shoes
The science says that companies that add a formal, customized sales process and hold their salespeople accountable to following...
How to Close a Deal - Flipping a “Not Now” to a “Yes!”
We know how to close a deal as long as we are in front of the right prospects. The problem is, we can’t seem to get access to the...