Dave Kurlan - Concept of Trust-Based Selling

Dave Kurlan, an esteemed speaker, best-selling author, and seasoned entrepreneur boasting over three decades of sales development expertise, gained induction into the Sales & Marketing Hall of Fame in 2012. He founded Objective Management Group, Inc., a leader in sales candidate assessments, and Kurlan & Associates, Inc., an acclaimed international consulting firm specializing in sales force development, recognized as a three-time Inc. 5000 honoree. His influential book, "Baseline Selling," reached #3 on Amazon.com and remains relevant even years after its publication, alongside his contributions to collaborative works and his own publication, "Mindless Selling." Renowned for his captivating presentations at prestigious events like Inc. Magazine's Conference and Gazelles Sales & Marketing Summit, Kurlan's expertise is frequently showcased in various media platforms. He introduced STAR, a groundbreaking recruiting method for exceptional sales talent, and curates the award-winning blog, "Understanding the Sales Force."

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy dive deep into the concept of trust-based selling with special guest Dave Kurlan. They explore the importance of slowing down and being deliberate in the sales process, especially during the crucial stage between suspect and prospect. Using baseball analogies, they illustrate how rushing through this phase can erode trust and hinder sales success. Instead, they emphasize the significance of asking questions, listening attentively, and building a strong case for why prospects should buy. By adopting these strategies, sales professionals can establish genuine connections, differentiate themselves, and ultimately drive better results.

KEY TAKEAWAYS

• Slowing down and being deliberate in the sales process builds trust and accelerates deals in the long run.
• Asking questions, listening attentively, and seeking clarity are essential steps in establishing rapport and understanding customer needs.
• Rushing to present or pitch products/services can create resistance and erode trust, hindering sales success.
• Building a strong case for why prospects should buy, based on their unique needs and challenges, increases the likelihood of closing deals.
• Using analogies, such as the baseball diamond, can help visualize and reinforce key concepts in sales strategy and execution.

QUOTES

• "The better you do taking your time between 1st and 2nd base, the faster you can run from 2nd base to home plate."
• "Salespeople have a reluctance to slowly and patiently listen and ask questions. They prefer to start with a demo or a presentation, and they don't get that the very fact that they want to pitch something creates distrust."
• "If you want to lead your sales team in runs batted in and be known as the heavy hitter, walk from first base to second base. Watch what starts to happen."

Learn more about Dave Kurlan: 

LinkedIn: https://www.linkedin.com/in/davekurlan/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

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