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kleinman Tagged Articles
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7th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
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| Salespeople love to present options. It makes them feel like they have more chances to win the business. It's such a popular approach that it's one of the few parts of the sales process that is universally accepted and named. You know it as Good, Better and Best. Companies actually have alignment on Good, Better and Best, sometimes using it in their retail stores and catalogs to provide category options. How many times have salespeople presented you with 3 options? Just last week, I was presented with 3 options at the Lexus Dealer where I got my LS460. |
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Sales Cycles and Time - Is it Running Out?
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| We are always focused on sales cycles. Are they optimized? Are they taking too long? Can they be improved? How many calls should they take? Are we doing things that make the sales cycle take longer than necessary? For example, the sales cycle can be shortened in direct proportion to how high your salespeople call in the company.
If we are have begun a sales development program, you won't see results from top line revenue until 6 months plus the length of the sales cycle have passed.
I have a couple of things to discuss today relative to sales cycle. |
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