Lessons in Baseline Selling

  • 1
    Baseline Selling
    • Welcome to Baseline Selling
    • Thoughts from Dave Kurlan
    • Introduction to Sales Process Handout
    • Improving Your Sales Effectiveness
    • NFL Fantasy Files
    • NFL Fantasy Files Review
    • Managing Resistance
    • The 24 Words
    • The 21 Sales Core Competencies
    • About Consultative Methods
    • About Sales Process
    • Introduction to the Sales Lessons from First Knight
    • First Knight
    • First Knight Review
    • Band of Brothers
    • Band of Brothers Review
    • Exercise on Process
    • Why Sales Process is So Important
    • Introduction to the Baseline Selling Sales Process and Methodology
  • 2
    Reaching 1st Base - A First Meeting for a New Opportunity
    • Introduction to Positioning Statements
    • Positioning Statements Handout
    • Intro to Importance of Words and It's a Beautiful Day
    • The Power of the Right Words
    • It's a Beautiful Day
    • Get Your Messaging Right
    • More About Positioning Statements
    • Even More About Positioning Statements
    • Creating Your Positioning Statement
    • Intro to Bohemian Rhapsody
    • Bohemian Rhapsody
    • Lessons from Bohemian Rhapsody
    • Handout for Delivering Your Positioning Statement and Booking a Meeting
    • Intro to Delivering Your Positioning Statement and Converting it to a Meeting
    • Taxi
    • Perfecting Your Positioning Statement
    • What You Can Control
    • 10 Steps of the First Phone Conversation
    • First Call Role-Play
    • Call Openings and Transitions
    • Hitch Intro
    • Hitch
    • The Cycle Handout
    • The Cycle Intro
    • Admission
    • The Cycle Part 2
    • The Cycle Examples
    • Cycle Summary
    • Big Mouth Intro
    • Big Mouth
  • 3
    The Keys to Scheduling Meetings
    • Sales is Having a Good Conversation
    • Accelerating the Sales Process
    • Intro to Compelling Reasons to Buy
    • Sequence of Uncovering Compelling Reasons to Buy
    • Who Has Compelling Reasons to Buy
    • Friends
    • More Compelling Reasons and Listening Skills
    • Everybody Loves Raymond
    • Dinger's Listening Skills
    • Asking Why
    • Louis CK - Why?
    • Reaching Decision Makers and Stakeholders
    • More on Reaching Decision Makers
  • 4
    More Baseline Selling
    • Handout for Objections
    • Introduction to Objections
    • Mindset
    • My Cousin Vinny
    • Objections are Opinions
    • Rebound
    • Handout for Uncovering Buying Strategies
    • Introduction to Buying Strategies
    • Hitch
    • Hitch Review
    • Relationship Building
    • Labels
    • Same versus Different
  • 5
    Improving Your Sales DNA
    • Handout for Success Barriers
    • Introduction to Sales DNA
    • Need for Approval
    • Tim Tebow
    • Tim Tebow Review
    • Non Supportive Buy Cycle
    • Dentist Negotiation
    • Dentist Review
    • Controlling Your Emotions
    • The Greatest Game Ever Played
    • Greatest Game Review
    • Self-Limiting Beliefs
    • Ted Lasso
    • Ted Lasso Review
    • Discomfort Discussing Money
    • Runaway Jury
    • Runaway Jury Review

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