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Baseline Selling: How to Become a Sales Superstar
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Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, 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. Salespeople who read this book 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.
- Sales Rank: #250877 in Books
- Brand: Brand: AuthorHouse
- Published on: 2005-11-30
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .58" w x 6.00" l, .65 pounds
- Binding: Paperback
- 232 pages
- Used Book in Good Condition
Review
...definitely a home run for Kurlan...very informative volume...enjoyable experience...I give Kurlan an A+ (Must read). -- Reader Views, January 22, 2006
4 STARS...the book is a home run...If you love baseball and you sell...this book is a must. -- ChangingMinds.org
Best ideas...most effective techniques...straight-forward methodology that sales people can easily recall when under fire. -- Bookwire
Kurlan’s most perceptive and useful advice helps salespeople identify and overcome self-imposed obstacles to success. -- Bookwire
Novice and veteran salespeople alike will find much in Baseline Selling to improve their game. -- Bookwire
very strongly recommended...innovative idea...effective sales and business techniques...easy-to-follow reference for the sales process. -- Midwest Book Reviews
From the Author
Using baseball as its metaphor, Baseline Selling introduces a powerful but simple new way to approach sales that professional salespeople will find memorable, enjoyable and easy to implement.
Salespeople who read this book and put its wisdom to work will succeed at acquiring more opportunities as they learn to reach first base more easily. They will excel at creating opportunities with prospects who are not interested by hitting for The Cycle. They will 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 bases without over-complicating the process.
From the Inside Flap
Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by modern 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.
Salespeople who read this book 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 will 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.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Five Stars
By Chet Tart
best sales book ever
1 of 1 people found the following review helpful.
Pretty good sales book.
By Ken
IF you're in sales, and IF you really like baseball, you will get a lot out of this. Otherwise it may not be for you.
2 of 2 people found the following review helpful.
Finally, a 'real world' book about the profession of sales!
By jnels
As a consultant to CEO's and company presidents I'm constantly asked by clients for books on the profession of sales that 1) deal with 'real world' selling situations and challenges that they encounter on a daily basis and 2) offer practical, realistic, effective and actionable solutions for making more sales. Dave Kurlan's "Baseline Selling" is the book I will recommend every time. The selling strategies that Kurlan presents in the book are strategies that are easy to understand and employ no matter what the industry or product or service. The section on the 'Psychology of Sales' should be read by every company president or business owner who wants to understand their sales force better or who is looking to upgrade it. The comparisons of the sales world to the game of baseball may be a little strained at times but they make the book more readable and entertaining.
Those who have read "Hope is Not a Strategy" by Rick Page and wished he had put more 'meat on the bone' when it came to practical strategies that can be used immediately with prospects will find those strategies in "Baseline Selling". Kurlan gives many examples of his selling strategies in action.
This book will be a resource guide on any business owner's or salesperson's bookshelf.
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