Baseline Selling
Dave Kurlan
How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball
“Baseline Selling” will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today’s sales “experts” with an elegant and very effective simplicity. Studies have shown that the selling techniques of the last two decades have had very little impact on most of the sales population-less than 75 percent of all salespeople, to be exact. Why? Because of the complexity, learning curve and difficulty in applying the concepts in these systems. In response to the urgent need for a flexible, innovative process that will enable people to grasp the essential skills necessary to close a sale in any situation,
Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to and utilize, and above all, one that complements and enriches advanced sales methodologies.
You will learn:
The difference between sales process, sales methodology and sales models
What a well-defined sales process should look like
The keys to shortening the sales cycle
The most important steps to sell value
The one trap to which most salespeople fall victim
How to really differentiate from the competition
How to get customers to buy from you at higher prices
How to customize your sales process
How to optimize your sales process
Comparison to other Sales Processes
Integration of Sales Process and CRM
Salespeople who take this course and put its wisdom to work will succeed at acquiring more opportunities as they learn to get appointments more easily. They will excel at creating opportunities with prospects who are “not interested”. They’ll sell at higher margins by using the “Rule of Ratios”. Their closing percentages will improve dramatically as they implement the simple Inoffensive Close”. Salespeople selling commodities, struggling to differentiate themselves, will love “Commodity Busters” and every salesperson will be able to shorten their sell cycle by “Taking a Lead”. Quite simply, Baseline Selling introduces a way for salespeople to visualize and touch all the “sales bases” without over-complicating the process.
About the author
Dave Kurlan
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, and contributed to many others, 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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