Where Can I Sell My Football Cards Near Me Interview with Dave Kurlan, Author of "Baseline Selling: How to Become a Sales Superstar…"

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Interview with Dave Kurlan, Author of "Baseline Selling: How to Become a Sales Superstar…"

We’re excited to have Dave Kurlan with us today to talk about his recently published book. Welcome to Reader Views Dave.

Irene: Your book, “Basic Selling – How to Become a Sales Superstar Using What You Know About the Game of Baseball” launches this week. People who have read your book will comment that the information you provide will change the way they approach the sales process. Please give us a summary of the book.

Dave: “Selling First” really simplifies the sales process, something marketers have wanted for years. The best part is that it doesn’t require them to change the way they sell, as it dramatically shortens their sales cycle, improves their closing ratio, and increases their number of opportunities as a result of simplifying their messages and questions.

Irene: What inspired you to do “Mainstreaming?”

Dave: My company, Objective Management Group, Inc., has evaluated nearly 250,000 salespeople over the past 16 years, and a review of that data showed that 74% of those salespeople were ineffective. I believe this is because the professional training that exists for marketers today is too complicated for people to understand and remember, and almost impossible to apply to their own business. So I decided to present them with a way to sell that was memorable, engaging and most importantly actionable. They can do this immediately.

Irene: Baseball is used as a metaphor for the sales process. Why did you choose baseball over another sport or hobby?

Dave: Baseball is the only sport other than golf that has only progressed. Basketball, football, hockey, and soccer all come back, but baseball becomes a four-step process when that translates to sales. And in addition to the steps to get to first, second, third, and score, the baseball diamond itself becomes a powerful representation of the sales pipeline. The Suspects line up on the first line, the Prospects on the way to second base, the Qualified Possibilities on the base path between second and third base, and the Covered Possibilities on the third line.

Irene: Not all people have the natural ability to “sell”, especially themselves. Do you believe that anyone can become a superstar using your techniques?

Dave: No. Some people just shouldn’t be in sales. But assuming the reader wants to achieve sales success and doesn’t have the many pitfalls I describe in the book, Baseline Selling will ultimately show them the way to achieve consistent sales results.

Irene: What is the biggest hurdle most people have to overcome in becoming a successful marketer?

Dave: It’s their need for approval, or in other words, their need to be liked. Sometimes, it’s so obvious that it becomes more important than selling the business. The weakness is so powerful that it affects the seller’s ability to wait, ask questions, agree, and close. And when marketers don’t do these things effectively, their results tend to be inconsistent.

Irene: One of the references in your book is The Rule of Habits. You suggest that using the Habit Quotient – ​​the number of times a person needs to be asked before they are ready to buy – is an effective tool. Please let our listeners know more about how this works.

Dave: Everyone has an internal decision-making process, and the final step in that process is the number of times it takes to “check with yourself” to make a final decision. At the grocery store, this might be the number of heads of lettuce one must have before choosing one. During a sales call, if the prospect has the habit of three people—he has to check with himself three times before he says yes—and the salesperson has the right solution at the right price at the right time, the future as long as the salesperson if he doesn’t ask for the third time, don’t say “yes”. The book explains how to easily acquire the character of a habit from any perspective.

Irene: Richard Fenton’s recent book Go No! He claims that a salesperson should focus on getting a “yes.” He says that by increasing the failure rate the end result is in accelerating the movement towards the final sales. Using statistical methods, he calculated, for example, that he needs 5000 rejections to 50 lol. Is your theory similar or different to his, and why?

Dave: I won’t comment on his stats because the stats will be different for everyone, but I agree that saying no can move things in the right direction when a prospect can’t say yes.

Irene: Closing a sale takes a certain skill. Some people are good at this, others are not. What are your suggestions for a successful closing – one where the person asks “Where do I sign?”?

Dave: “Baseline Selling” represents something simple that anyone can easily use and be successful with. Basically, it’s so easy that I call it “Passive Prep”. “Would you like my help?”

Irene: Of course, how can you refuse if they ask for help. For more information on “Initial Sales” please visit http://www.objectivemanagement.com

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