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1st of the Top 10 Kurlan Sales Management Functions
This is the 1st in the series of the 10 Kurlan Sales Management Functions. #1 - COACHING In its simplest form, sales coaching consists of the following two activities: 1. Pre-Call Strategizing - coaching prior to selected calls to make sure that the salesperson has a good reason for having the upcoming call, a desired outcome, a game plan or strategy, and the appropriate questions/dialog to achieve the desired outcome. 2. Post-Call Debriefing - coaching after selected calls to discover the true outcome of the call, why the salesperson got that outcome, and what they could have done differently or more effectively...
Top 25 Prerequisites for Successful Sales Training and Development
Before an inside or outside expert can help you develop your sales force, there are at least 25 milestones that must take place or the initiative will probably fail. Development has much less to do with content, curriculum, and methodology than it does with the person, or people who will do the developing.

C- Level Selling -- Subtleties Make Big Differences in C-Level Selling
Just a few words rephrased, or a few actions rearranged can make huge differences when it comes to winning over C-level executives and closing sales. However, without a sales coach you’ll never pick-up what needs to change with your approach and/or delivery.
5 Steps to Coaching Your Salespeople Beyond Happy Ears
Following are my thoughts about how you, the leader of your salespeople, can help them overcome Happy Ears. Slip into these five roles to help them be more realistic about and more comprehensive with their opportunities.
Why Most Sales Training Doesn't Work
If you invest in sales training, especially now, you also need it to work now, not in 12 months. Why does it take so long for most sales training to make a difference and why does most sales training fail to make the difference you expect? There are a lot of possible reasons and I'll attempt to explain them here.
Overcoming the fear of failure and rejection
There are many negative emotions that we all experience on a regular basis, for various reasons and which can crush or confidence and self belief. In my research into what makes some people more successful than others in exactly the same situation, I have discovered six ways to "Switch" your mind to a positive outlook, any time you need to.

Sales Coaching - The Big Differentiator
What's the difference between great sales coaching and good sales coaching?
Coaching the Entrepreneur
Entrepreneurs are some of the most challenging yet rewarding clients a professional coach may attract. They possess unique traits and if understood and appreciated can make for the most rewarding coach/client relationship. Many coaches fail to appreciate the unique qualities of an entrepreneur and how to approach the client relationship.
Follow-up a Great Question with Dead Silence!
Ask a great question... and just listen... don't fall into the temptation of answering your own question or guessing at the answer.
Why Should I Buy it From YOU
When you can tell people why they should hire you or use your services in a way that distinguishes you from the other sweet, juicy red apples, you'll get more business.
Confident at Cold Calling? A Reality Check on Postive Thinking
Before you make a cold call, do you “gear up” first? Do you get excited about your product or service, and try to anticipate making the sale?
How to Cold Call without a Script
Linear step-by-step sales scripts have done a lot to give selling a bad name. Not because they don’t “work”, actually some people who use cold calling scripts actually do make some sales. The problem is even if you’re a good-hearted businessperson, scripts make it almost impossible for you to avoid sounding like a “salesperson.” This is a serious problem because most people respond to a sales agenda with something like, “Uh oh, I’m about to be sold something. How fast can I get this person off the phone?” If we turn away from the artificial beginning of a sales script, and approach cold calling in a different way, then we’re likely to get different responses.

How To Throw Out Your Cold Calling Scripts
Five Ways to Be Yourself Again in Cold Calling!
No More Selling Scripts? 5 Ways to Be Yourself Again
Last week I was sitting at my desk and the phone rang.

Other role play Related Articles

Your Company's Overlooked Representative
Most companies underestimate the role their documentation can play in their employee and customer relationships.
8.0 Promotion of women’s entrepreneurship: Support for Growth-oriented Women Entrepreneurs in Tanzania, 2005
According to key informants from the University of Dar es Salaam, entrepreneurship is only now becoming considered a legitimate and valued activity in Tanzania. There is a huge need to increase this and to create more awareness of the important role that owners of micro and small enterprises play in the economy. A much higher value has to be attached to opportunities in the SME sector and to the role of entrepreneurs so as to make it an acceptable and preferred option for college and university graduates, the next generation of entrepreneurs.
How to Select Innovative Supplier Partners Using a 5-Step Project Management Approach
Using the right supplier selection tools can play a critical role in building value-based relationships...
Can thought leadership survive without online?
The traditional way we communicate with our stakeholders has changed. It is no longer about communicating to them but rather with them with. Online and social media play a major role in this and it is a role that has serious implications for becoming a thought leader.
Who Do You Think You Are? How Social Roles Can Determine Success in Life
Every day, we play all kinds of social roles in our relationships with others. Success in any role requires a knack for the skills that support that role, and an understanding of the social expectations around it.

Why Asking For Help Works For Managers
Management can be a tricky role to play. Not only is the work challenging, but sometimes it's hard to find the help you need. Yet there are people all around...
Video Forensics; Junk Science or the Real Deal
In Video Forensics: Junk Science or the Real Deal? the reader will learn why video forensics can play a vital role in court cases by bringing the crime scene "into view" in the courtroom; why video forensics is sometimes considered a "junk science" and what that term means; and how a video forensics expert can play a very important role in helping the courts determine the most judicious way to decide a case.

Encourage Personal Branding to Build a Strong Company
I've spent quite a bit of time lately thinking about personal branding and what role it can play in the overall business strategy of a company. Each time I think about it I continue to do so in terms of how it plays a role in sports. I'm sure that just like me, when you played any type of organized sports when you were young, the coach constantly talked with you about the importance of the TEAM. I'm sure you all heard the saying, "There is no I in team" a million times as you came up through the ranks.
Selecting for Soft Skills: A Case Example Using Role Play with Live Actors
Interpersonal and communication styles often play as important a role as technical and professional skills and qualifications; selecting for this softer skill set can make or break the organization. A role-play exercise in the selection process provides a more realistic assessment of the behaviors and competencies such as interpersonal, judgment, verbal fluency and dependability requirements, than is possible through more traditional selection tools.
The Best Technique To Train Sales Reps
Here are some of the reasons role-playing really works. First, it puts salespeople in situations they don't face every day, re-familiarizing them with the right methods for handling difficult objections. Role-playing is also good medicine - part of the reason it's successful is precisely because it makes salespeople a little uncomfortable and forces them to stretch themselves. It's also the best way to build empathy for customers - in a typical role-play, one of your salespeople is playing herself, but another is playing a customer, and will likely bring "pretend" challenges to the exercise that replicate the real challenges he's faced in the field. Finally, there is simply no better way to practice the skills of selling, and no professional in any field does her best work without practice....
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