Straight-forward, universal strategy for tracking the sale!

books:


	• Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball Dave Kurlan AuthorHouse, 2005 - 232 pages average customer review:based on 30 reviews view larger image
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highly recommended

Getting Back on Track

The 1st time I read Dave's book was great but the 2nd time was exceptional. I run a reasonably sized sales team. Earlier this year, we fell pretty far behind early in the quarter. As part of my strategy to stay focused, I re-read Baseline Selling 30 minutes at a time each night. It was as if Dave was sitting next to me helping to get the team back on track. By the time I finished the re-read, the team was 20% ahead of quota. There are so many scenarios in sales but I really think Dave has seen them all. Baseline Selling helped me to isolate the weakness in each team member and coach them through a simple adjustment that made all the difference.

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Straight-forward, universal strategy for tracking the sale!

Kurlan has created a universally adaptable flow allowing a fill-in-the-blanks mentality for tracking the sale of ANY product or service REGARDLESS OF the length of THE SALES CYCLE, COMPLEXITY of the decision hierarchy or DEPTH of the decision team! It works whether you use his easy-to-execute tactics or your own!

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Great Mental Picture of the Sales Process

Dave Kurlan provides a great tool for a sales person to quickly identify where their prospect is in the sales cycle / timeline. This book is required reading for my sales people. It helps new sales people learn how to think through the sales cycle in a more clear and healthy way; and it helps seasoned sales people clarify where people actually are in the sales cycle.

GREAT BOOK, EASY READ.

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Worth a read

I have found this book very useful. Dave writes in a way that is very good to understand. Also very useful to have other books to refer too.

Best Selling Process

I have been selling for 20 years, and have been exposed to a very large number of selling systems. The vast majority of selling systems are extremely complex, and difficult to remember. Baseline Selling includes all of the vital direction of the more complicated systems, without being complicated. I have read the book 5 times, and use it for training new salespeople. You lose nothing and gain everything by switching from S.P.I.N., Customer Centric, or Solution Selling to Baseline Selling. Great work Dave!

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reviews: page 1, 2, 3, 4, 5, 6

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.

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