Uncovering Compelling Reasons and Avoiding Buying Cycle Delays

In this episode of Sales [UN]Training, host Kelly Riggs welcomes special guest Dave Kurlan, the legendary author of "Baseline Selling" and founder of Objective Management Group. The discussion revolves around the holy grail of selling: creating predictability and consistency in sales teams. Kurlan emphasizes the importance of having salespeople with strong desire and commitment, noting that this is crucial for consistency and discipline in sales. He highlights that only 57% of all salespeople exhibit strong commitment, a factor directly correlating with sales success. Kurlan and Riggs explore how desire and commitment, coupled with a robust sales process, are fundamental to achieving sales excellence.

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The conversation delves deeper into the intricacies of a successful sales process. Kurlan asserts that a sales process must be grounded in time-tested methods that build upon themselves to yield the right outcomes. They discuss the critical role of discovery in the sales process, stressing the need to uncover a prospect's compelling reasons to buy. Kurlan shares a compelling study involving different groups of salespeople, demonstrating how those with the highest desire and commitment significantly outperformed others. This episode is a treasure trove of insights for sales leaders seeking to foster predictability and consistency in their teams.

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Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. 

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions