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.
I discovered the author in notes in another sales book. The idea of comparing selling to a baseball game was intriguing as at Rocketbuilders we had kicked the game idea around... Read morePublished 10 days ago by Reg Nordman
We are all in sales, sometimes reluctantly so. Kurlan, using the baseball analogy, provides good advise to understand the dynamics of the exchange and value proposition. Read morePublished 3 months ago by Roberto H. Castro
This is the best sales book I've ever read. I've have used many of the techniques with great success. Highly recommend.Published 6 months ago by Eric
I have read many books on selling and management and found this to be very entertaining. The concepts were very clear and easy to follow. Read morePublished 6 months ago by William Capelle
Selling is a skill and when you have clarity with your prospect all along the way, it is a win-win close.Published 10 months ago by HRJ Development
The author provides a no-nonsense approach to selling that is effective and easy to implement. Perhaps the biggest eye opener is the section on the Seven Challenges to getting to... Read morePublished 10 months ago by Bryan B Robertson
Help your sales team get back to basics. Proven sales process that is easy to relate to. Easy read understand the process.Published 11 months ago by Thomas Goundry
Good read for haveing a action plan for selling. Easy to follow and put into action.
Also try Words that Work: Frank Luntz.
I really enjoyed this book and the concept of relating baseball and selling. I understood the 4 bases pretty easily, but I was surprised that Dave even has infield fly rules and... Read morePublished on April 16, 2012 by Mike D. Montague