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Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball

4.8 out of 5 stars 64 customer reviews
ISBN-13: 978-1420895674
ISBN-10: 1420895672
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Editorial Reviews

Review

...definitely a home run for Kurlan...very informative volume...enjoyable experience...I give Kurlan an A+ (Must read). -- Reader Views, January 22, 2006

4 STARS...the book is a home run...If you love baseball and you sell...this book is a must. -- ChangingMinds.org

Best ideas...most effective techniques...straight-forward methodology that sales people can easily recall when under fire. -- Bookwire

Kurlan’s most perceptive and useful advice helps salespeople identify and overcome self-imposed obstacles to success. -- Bookwire

Novice and veteran salespeople alike will find much in Baseline Selling to improve their game. -- Bookwire

very strongly recommended...innovative idea...effective sales and business techniques...easy-to-follow reference for the sales process. -- Midwest Book Reviews --This text refers to the Hardcover edition.

From the Author

Using baseball as its metaphor, Baseline Selling introduces a powerful but simple new way to approach sales that professional salespeople will find memorable, enjoyable and easy to implement.

Salespeople who read this book and put its wisdom to work will succeed at acquiring more opportunities as they learn to reach first base more easily. They will excel at creating opportunities with prospects who are not interested by hitting for The Cycle. They will sell at higher margins by using the Rule of Ratios. Their closing percentages will improve dramatically as they implement the simple Inoffensive Close. Salespeople selling commodities, struggling to differentiate themselves, will love Commodity Busters and every salesperson will be able to shorten their sell cycle by Taking a Lead. Quite simply, Baseline Selling introduces a way for salespeople to visualize and touch all the bases without over-complicating the process. --This text refers to the Hardcover edition.

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Product Details

  • Paperback: 232 pages
  • Publisher: AuthorHouse (November 30, 2005)
  • Language: English
  • ISBN-10: 1420895672
  • ISBN-13: 978-1420895674
  • Product Dimensions: 6 x 0.6 x 9 inches
  • Shipping Weight: 14.6 ounces (View shipping rates and policies)
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (64 customer reviews)
  • Amazon Best Sellers Rank: #45,274 in Books (See Top 100 in Books)

More About the Author

Dave Kurlan is a top-rated speaker, best selling author, radio show host, successful entrepreneur and sales development industry pioneer. His book, Baseline Selling, is on several lists of the Top 50 Sales Books.

He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales candidate assessments and sales force evaluations, and winner of the Top Sales Assessment Tool for 2011-2014. He is also the CEO of Kurlan & Associates, Inc., an international consulting firm specializing in sales force development and a three-time Inc. 5000 winner. He has 3 decades of experience in all facets of sales development, including consulting, training, coaching, selection, strategy, systems, processes, and metrics.

Baseline Selling reached #3 on Amazon.com, has been the #1 Cool Book of the Day, and has appeared on many lists of the Top 50 Sales Books. 10 Years after its release date, it is still relevant today!

Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference, EcSell Institute's Sales Coaching Summits, and the Gazelles Sales & Marketing Summit, Inbound14 and dozens of additional industry Conferences.

He has been featured on radio, television and print, including World Business Review with General Norman Schwarzkopf, Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the host of the weekly business radio show, Meet the Sales Experts. He is the author of Mindless Selling and the best-seller, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.

He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog, winner of Top Sales & Marketing Blog for 2011-2014. He is a contributing author to several books including, The Death of 20th Century Selling, 101 Great Ways to Improve Your Life, Volume 2, and Stepping Stones, with coauthors Deepak Chopra and Jack Canfield.

Customer Reviews

Top Customer Reviews

Format: Paperback
Before I read this book, my first impression was that it would be about the basics of B2B selling (strike one for me). And on top of it, I'm not a big baseball fan (strike two for me).

But after reading Dave Kurlan's book, I can say it provides a useful and practical approach that many b2b sales people will find helpful (hit).

I like that Kurlan doesn't try to re-invent what already works. He uniquely pulls together a well thought out process based on his best practices along with those of other experts too. Also, his passion about baseball makes his analogies come to life.

My background is working with highly complex sales and selling professional services to executives in mid-size to F1000 companies. If that describes you, then you may not find what you're looking for here.

I definately see how Kurlan's approach can be easily replicated, taught and used as a coaching guide. If your a sales person, business owner or sales leader looking for a solid sales book, this one is definitely worth a read.
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Format: Hardcover
Baseline Selling is an improved explanation of how to do consultative selling. In this approach to selling, the salesperson's job is to locate prospects who have perceived and unperceived needs that the salesperson can convincingly demonstrate that the salesperson's company can serve better than competitors.

Consultative selling is very effective because it's based on delivering tangible benefits either from the offerings or from a smoother relationship between customer and supplier.

So why doesn't everyone use this approach? It's hard to learn and even harder to master.

Enter Dave Kurlan with his baseball metaphor which makes a world of difference in both areas.

Every step the salesperson should be taking is phrased in terms of making it from home plate around the bases to score. It's not surprising that Massachusetts-based Kurlan would focus on that part. The Red Sox are usually better at scoring than defense.

Mr. Kurlan reports that people trained in this method remember what they are supposed to do about twice as often as with traditional training in consultative selling. I believe that.

Most sales books try to go with acronyms . . . and those just don't stick with me. Even when I can remember the sales acronym, I can't remember what it stands for . . . and what I'm supposed to be doing. But I know about baseball. So do most Americans. But don't expect this approach to revolutionize your sales in India. They play cricket and football (soccer) there.

Here's an overview: Think of the sales pipeline as the baseball diamond. When you are at home plate, you're nowhere. If you can get someone to give you an appointment or you receive an RFP (request for proposal), you're on first base.
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Format: Paperback
I have been selling for 20 years, and have been exposed to a very large number of selling systems. The vast majority of selling systems are extremely complex, and difficult to remember. Baseline Selling includes all of the vital direction of the more complicated systems, without being complicated. I have read the book 5 times, and use it for training new salespeople. You lose nothing and gain everything by switching from S.P.I.N., Customer Centric, or Solution Selling to Baseline Selling. Great work Dave!
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Format: Paperback
It's important for you to know that I know Dave and have known him for 12 years. I've attended his conferences. I've heard him speak, coach, train and inspire. So when he announced the book being published I wasn't sure that there would be anything in the book that I hadn't already seen or heard from Dave. I was wrong. And to use his analogy of baseball: I was way off base. Baseline selling is a sales book that isn't afraid to tell you how to do it. It's more than a philosopical approach to selling. It's more than techniques of selling. It is a book that if you read it and use the principles will have an immediate and positive impact on your sales. If you are a sales executive or a sales manager this is a must read for you and your people. Dave I can't help myself, it's a homerun.
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Format: Paperback
Baseline selling is the best book on selling that I have ever read. It parallels what I already know about selling and simplifies the selling process in the most useable and trainable way possible. I will use Baseline selling as a text book for every sales candidate that I train. It's more than a home run. It's a grand slam in a three run game in the bottom of the ninth in the seventh game of a world series. It really is that good!

Sam Lucci

Founder

Partners Through People
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Format: Hardcover
I buy all the sales books. I'm a sales junky. I didn't expect much from this book but it was the best book on sales ever. I read this book in about 3 hours, had dozens of take aways, I tried a bunch of things right away and they all worked. It was way cool. And I get it. It really is this simple. Great stories too. Buy it. You won't be sorry.
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Format: Paperback
Over the past year and a half I have seen my results improve after reading over 100 sales books in that time!

But not as consistently as I would like! (I like straight line charts) Now I can see why! Not being a strong enough salesman, not creating enough pain!

This book is a pulling together of some of the greatest methods and strategies of all time! If you want to be a wimp with your clients this is not the book for you. If you want to help them make decisions that will benefit them through the power of questions and (not all of them easy to say if you are weak) you have come to the right place.

The best of the Sandler system, Elmer Wheeler, contained within is one of the strongest closing systems (the inoffensive close 3 question close he calls it)of all time! Usually if you get a no you haven't followed the previous steps right!

Learn about Elmer Wheeler's "Reverse Sizzle" called the Cycle here! If they don't want your help after this one you aren't doing it right! Or they aren't buyers anyway. The Hidden Ball trick, and other questioning techniques, Fantastic!

Learn how many times to close each buyer(it differes) and exactly how to handle each iteration(somewhat similar to World Class Selling by Roy Chitwood but I may like even better, and that is saying a lot!).

I haven't quite figured out if Mr. Kurlan is available for one on one coaching or just for large organizations, but I know this, with this book you will learn to win, and not be a wimp!

Regards,

Regain the Fire!
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