dave kurlan Archives - SalesTactics.org

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Sales Expert Interviews at SalesTactics.org

Posted on June 21, 2014 by Jason Kanigan

Sales expert interviews are rare. Nobody thinks to interview them. And the reason why? They are usually busy working, and not connected with the online marketing sphere that likes to interview experts. Most people have heard of marketing consultants; few have heard of sales trainers.

Over the past 60 days or so, I have interviewed five sales experts. I have also been interviewed several times as a sales expert. So here we now have a library of sales expert interviews at SalesTactics.org. Do not take this lightly. Where else can you find such discussions? I arrange these interviews to show you the concepts I talk about are not the unproven theories of a lone thinker, but shared by many oft-unheard fellow experts in the sales training field.

Five Key Sales Expert Interviews at SalesTactics.org

Here are the five sales expert interviews completed over the past two months:

Richard Ruff on How the Fortune 1000 Train Their Sales Teams

Monika D'Agostino on Commitment in Sales Training

Eddy Ricci, Jr., on Training Gen Y Salespeople

Claude Whitacre on Local Online Marketing

David Brock on Change in Selling Organizations

and as a bonus from earlier this year,
Dave Kurlan on Effective Phone Selling.

It's said that if you read three (just three!) books on a subject, you will know more about it than 95% of the population. Consider how much farther ahead you will be about selling if you absorb these interviews.

Sales Expert Interviews with Jason Kanigan

I have also been fortunate enough to have been interviewed several times recently. Rather than "just" cold calling or typical sales ideas, I've been able to discuss the mindset of a successful salesperson. This is one of my most valuable interviews to date.

Business Unleashed did a written Q&A with me on getting started

Inner Success Radio had me delve into the mindset of a successful salesperson

Nicholas Loise, president of Glazer Kennedy Inner Circle, interviews me on high ticket selling (episode 24).

This is a virtual library of sales training methodology you could pay a considerable amount of money for. Think about it: what do you think the billable hourly rate of each of these experts is? And totaled together? At a bare minimum we have a $1000 program on this page. And it's provided here for free.

>> Jason Kanigan is a sales force developer. If you know someone who will benefit from seeing this information, please Share it. Also, you can Like our Facebook page to be advised of new content like this. And if you have a question about any of these interviews or another topic in sales, please comment below to let us know! We want to hear from you. And if you'd like to get better customers, better projects and make more money, get The Small Business Sales Effectiveness Report available FREE at the top of this page! <<

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The First 90 Days of Selling

Posted on February 21, 2014 by Jason Kanigan

The first 90 days of selling are critical. I don't know how many people I've encountered who wanted to have their own business, or took on a new sales role, but didn't last. Why not? Their expectations are poor or very fuzzy. Any training they may get, and it's probable they won't get any, is focused on the best possible results. Struggles or negative possibilities are ignored. They are simply not prepared to handle what is actually going to happen out there.

How to Survive the First 90 Days of Selling

Sales force developer Dave Kurlan shared an article he wrote awhile back that continues to be relevant today. It's a series of questions you need to answer so that you or your salespeople will persist through the first 90 days. Here are some of the most important:

What are all of the problems we solve?
How do we position ourselves in the marketplace?
Who are our customers?
How do we get to them?
What does the first call sound like?
What is our sales process?
What kind of objections will I hear?
How do I handle those objections?
How do you want me presenting our solutions?
How do we justify our prices?
What are the expectations for me during the first week, month, quarter, year?
Who can I go to for help?
What kind of help can I expect?

For the complete list, go here.

If you don't know the answers, you'll stumble, get confused, become frustrated and give up.

What Can We Change to Help New Salespeople Continue Beyond the First 90 Days of Selling?

Seeing these questions today really made me think about my own training process. I do this for a living. And the list made me question more deeply: How can I make my training process even better, so that new salespeople are totally assured that they have the answers? That they have someone to go to for help? That they know what to expect beyond positive generalities as they step out of the classroom and into the outside world?

I may think they have been given those things--but have I asked them whether they believe it? Do they know they have the answers? What they can do to get help?

This is far more important than me, as the trainer, knowing.

Have you answered these questions for your business?

>> Jason Kanigan is a sales force developer. Did this info help you? Please Like, Share or Comment to let us know! <<

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Interview with Dave Kurlan Sales Force Developer

Posted on February 7, 2014 by Jason Kanigan

Today's interview with Dave Kurlan is on phone prospecting. The Boston-area sales force developer is one of the top sales trainers in the world. Dave's blog has been recognized for thought leadership, winning awards every year. I caught up with him to talk about what's new and has changed with phone prospecting.

Dave and I discuss:

* Who is using cold calling to prospect? When should we use it?

* The surprising truth about how many attempts are frequently necessary to reach prospect—and how the new phenomenon of “passive rejection” could be hurting you

* How to start conversations effectively, particularly with the use of Pacing

* How to leave voicemails that get returned—and what it takes today, including the odd connection between Halloween and prospecting

* And much more!

Interview with Dave Kurlan - Recording

Click Right Here to Listen

More from Dave Kurlan:

omghub.com - Dave's blog

If you're not signed up for Dave's blog posts, you should be! Dave usually posts several times a week, and you'll see stats, techniques, opinions and studies that you won't find anywhere else. He often has an opinion on studies run by other groups or academia, and I don't know about you but I wouldn't know about those things except through Dave's blog. It's a great way to keep up on what the thought leaders in sales are doing.

More about pacing and starting calls

This is a collection of some of Dave's top selling tips. You could pay for a sales training book, or you could geat real-world expertise free right here from one of the world's top sales trainers!

My 2012 interview with Dave

The 2012 interview is about 45 minutes and is in even more depth on the consultative selling approach. I listened to it yesterday and it continues to be relevant and educational. Sales has changed and this interview with Dave Kurlan shows that.