Length: 8 hrs and 10 mins Unabridged 4. He provides motivational advice and practical techniques for initiating, maintaining, and closing a sales presentation. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs.
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Share this page Dave Kurlan Dave Kurlan is a top-rated speaker, best-selling author, radio show host, successful entrepreneur, and sales development industry pioneer. OMG , a company specializing in sales assessments and sales force evaluations. He possesses 30 plus years of experience in all facets of sales development, including consulting, training, coaching, recruiting, systems, processes, and metrics.
It was created as an answer to the problem of salespeople resistance to adopting complex selling methodologies and cleverly taps into a subject many already know: baseball. In Baseline Selling, Baseball is used as a metaphor—each of the 4 bases are a stage in a simple sales process: First base: You get an appointment. Third base: You have a highly qualified opportunity. Home plate: You are closing. Rules for unpacking symptoms from problems and reaction and consequences, and how to uncouple cause from effect.
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Sales Technique - Baseline Selling