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Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball
Free Download Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball
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About the Author
Dave Kurlan is the founder of the Objective Management Group, Inc., the leading developer of sales assessment tools, headquartered in Westboro, Massachusetts. He possesses more than 30 years of experience in all facets of sales training, sales management and consulting. A regularly featured Conference attraction, Dave was a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference, and DCI's Sales Management Conference. Internationally known for his groundbreaking work in evaluating sales people, he is the developer of The Dave Kurlan Sales Force Profile, a tool for evaluating the people, systems and strategies in sales organizations. Dave is the co-developer of Sales mind, software that helps sales people overcome their weaknesses, and Sales Track, an accountability application for sales managers. He has been featured on radio, television and in print, including Inc. Magazine, Selling Power, Sales & Marketing Management Magazine and Incentive Magazine. He has written two books on sales: Mindless Selling and his newest book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He has written STAR, a proprietary recruiting process for hiring strong salespeople and he is the author of Understanding the Sales Force, a popular web log (BLOG). He is featured on Inc. Magazine's video How to Increase Sales and Profits by 1000%.
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Product details
Paperback: 232 pages
Publisher: AuthorHouse (November 30, 2005)
Language: English
ISBN-10: 1420895672
ISBN-13: 978-1420895674
Product Dimensions:
6 x 0.6 x 9 inches
Shipping Weight: 14.6 ounces (View shipping rates and policies)
Average Customer Review:
4.7 out of 5 stars
71 customer reviews
Amazon Best Sellers Rank:
#115,869 in Books (See Top 100 in Books)
I was introduced to the Sandler Sales System by Dave back in the 90's. It totally changed my life. But Sandler can be difficult to learn and difficult to implement. As my career progressed I moved into sales management and needed a system that was easy to implement and understand. But, it still had to work. And work well. That's when I went back to my roots so to speak. I found that Dave had taken all his experience and expertise and had presented them in a new sales system of his own creation. Baseline Selling. It had everything I was used to and everything I wanted ..... but it was easy to implement and understand. Fast forward several years later and Baseline Selling is the only system I use. Every sales rep who goes thru here learns it. They are better sales reps for it. My team has never missed quota. We all speak the same language and move our suspects around the base path similarly. If I could give this 10 stars I would. Buy it and the workbook. You'll be glad you did.
If you are someone whose primary profession is not in sales (e.g. small business owner), buy this book. If your sales pipeline isn't full, if you're not converting enough sales calls into customers, buy this book. If you can't document or draw your sales process from end to end, buy this book.Baseline Selling is the only book I've found that doesn't assume you already have a business to business sales process. It starts with the head trash that is a barrier to effective sales, moves into effective prospecting and takes you all the way through to the close, providing a framework and a repeatable process.As a business coach, what I find is that my clients who don't close enough business have these issues:==> They believe that they can get enough referrals through networking that they are never going to have to make a cold call, despite the insurmountable evidence to the contrary. In other words, they are in denial about having to make cold or lukewarm calls.==> They create busy work to avoid sales (a good space for me as business coach)==> They have more than one of the 7 psychological barriers to sales that this book addresses (another good space for me as a business coach)==> There's a skills gap. They don't know how to prospect. They don't know how to make a cold call less cold. They don't know what to do to get the appointment. If they get the appointment, they don't know what to do in the appointment to move it along to closed business.Baseline Selling addresses all of these and more. I will be providing this as a resource for my clients as well as refining my own process.Thank you, Dave Kurlan, for creating this resource.
As a sales professional and coach, I read a lot of books and invest in some way in my own professional development every year. Recently I purchased a copy of Baseline Selling by Dave Kurlan to complement a HubSpot partner sales training course and coaching session.I'm pleased to provide an unsolicited recommendation and review of this book as it offers a simple, straightforward way of managing the sales cycle based on a metaphor of the game of baseball and includes some powerful techniques that you can use straight out of the book to help level the playing field with buyers.A common fault many sales people make is to uncover a prospect need, and then rush to the close without "covering the bases" - in this book you'll learn that to score a home-run (a sale), you have to cover all the bases and the more at-bats you make, the more sales you'll make....particularly important for those of us prone to bouts of call reluctanceWhat is different about Baseline Selling from a lot of other sales training books is that it is tightly coupled with a sales psychology assessment from Kurlan's Objective Management Group that comprehensively assesses the critical aspects of individual beliefs and behaviour that impact sales performance.A truth I have learned and experienced in working with individuals and in my own selling assessment is that you have look your own weaknesses in the eye, understand them and their impact on your behaviour and results when face-face with buyers, then practice ways of overcoming them and resolve to adopt different behaviour for lasting change - and real results to occur.Kurlan started selling door to door more than 30 years ago and he is a student of the game...of baseball and selling and his references to classic selling texts are of value.What I found most useful apart from selling psychology assessment were the techniques immediately applicable to any selling profession including; * "Positioning statements" - a sure fire way of getting engagement when the buyer picks up the phone * Techniques for engaging the intellectual buyer who already has what you sell and for differentiating in a commodity sell. * Rules for unpacking symptoms from problems and reaction and consequences and how to uncouple cause from effect. * The "Infield Why Rule" - the practice of asking why until you get to root cause * The "Inoffensive Close" - real gem and it works. * The "Suicide Squeeze" for overcoming resistance to changeWell worth the $15.14 and highly recommended.Full review at [...]
I found this book very helpful in establishing a common language and simple approach for our sales team to use. We are a small company with a few sales people and we needed a simple way to manage our pipeline and communicate status to company management. We leveraged the concepts from this book to update our CRM and we now follow the baseline selling approach. It works well for us and I would recommend this to others that want to get a handle on their sales processes and establish a common language and sales practice.
I have read many books on selling and management and found this to be very entertaining. The concepts were very clear and easy to follow. Keep in mind all of our sales companies differ on our approach, however Dave Kurlan puts a spin on the selling process that can be grasped by all industries. We all want to dominate the marketplace, but you should read this book and follow the proper steps. I highly recommend this book.PS: They have a workbook available, which I thought was a great addition to the book so you can put the concepts into practice.William Capelle - Vice PresidentAmerican Pride Industrial Equipment and ServicesGreen Bay, WI
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