Data, Research and Science.
Salespeople are Like Children
Case Histories
The top articles written by sales development expert Dave Kurlan may cause you to rethink the way you look at the sales organization. Read the best of the last three years.
Click here to Download Dave Kurlan's breakthrough White Paper on The Modern Science of Salesperson Selection. Dave's years of research, development, process, application, and client successes are very apparent in this study. This will change your sales recruiting process forever!
Click here to learn more about the huge benefits that you'll get from evaluating your sales force. When we look at your people, strategies, systems and processes you'll be able to see what was previously hidden from view. Our sales force evaluation process determines what you must change in order to achieve the organic growth you want.
Dave Kurlan's best-selling book, Baseline Selling, is enjoyable, memorable and easy to apply to any business. Click to learn more.
Current Articles | RSS Feed
You learned the three R's when you were in grade school but selling in today's economy is about two R's - resistance and recession - and they are related. While resistance is always lurking in the background, the recession brings it to the forefront and your salespeople must be able to sell - despite it - and therein lies the problem.
Most salespeople, upon hearing "not interested" or "we're all set" or "we're not spending any money" or "we'd like to do this instead" usually utter some form of "OK" and end the call.
A much smaller percentage of salespeople try to turn it around but in doing so sound like high pressure salespeople. Any presentation in the face of resistance, regardless of how short, is perceived by the prospect as pressure. There are a very small percentage of salespeople who will turn it around by asking permission to challenge or push back - I actually use these words: "Is it OK if I push back on something you just said?"
As long as your salespeople let their prospects talk - taking notes about the cracks in their argument and the discrepancies in their logic - it doesn't really matter when your salespeople make the attempt to turn their prospects around. And once they make the effort, it shouldn't take more than a few minutes. It might sound something like this: "I heard you say that you're most interested in providing moon travel and that's important. But I also heard you say that you're struggling with your existing tours of the earth and your fleet is unreliable, in disrepair, and customers are getting upset. Why wouldn't you want to solve the existing problem first?"
There are seven steps for turning prospects around in the face of resistance.
And there is one rule for turning prospects around in the face of resistance.
(c) Copyright 2008 Dave Kurlan
Posted by Dave Kurlan on Thu, Jul 17, 2008 @ 07:10 AM
posted on Thursday, July 17, 2008 at 7:59 AM by Karl Scheible
posted on Thursday, July 17, 2008 at 10:44 AM by Dave Kurlan
Allowed tags: <a> link, <b> bold, <i> italics
Dave Kurlan's best-selling book, Baseline Selling, is enjoyable, memorable and easy to apply to any business. Click to learn more.