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Mindless Selling Paperback – February 3, 2003


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Product Details

  • Paperback: 108 pages
  • Publisher: AuthorHouse (February 3, 2003)
  • Language: English
  • ISBN-10: 0759610142
  • ISBN-13: 978-0759610149
  • Product Dimensions: 6 x 0.3 x 9 inches
  • Shipping Weight: 4.8 ounces
  • Average Customer Review: 4.1 out of 5 stars  See all reviews (13 customer reviews)
  • Amazon Best Sellers Rank: #1,927,622 in Books (See Top 100 in Books)

Editorial Reviews

Review

...anecdotes and case histories were very effective in teaching the reader, and that they were well written... -- Writer's Digest

...helpful book for sales professionals that (thankfully!) breaks away from the dynamic of going through seven-step techniques -- Writer's Digest

...real-world tone gives the author instant credibility, and he speaks from an authoritative but friendly stance. -- Writer's Digest --This text refers to the Hardcover edition.

From the Publisher

Mindless Selling provides an entertaining look at what prevents many salespeople from achieving the success that others accomplish. It helps define the process for overcoming obstacles that stand in the way and is a must read for salespeople and sales managers interested in improving sales effectiveness. --This text refers to the Hardcover edition.

More About the Author

Dave Kurlan is a top-rated speaker, best selling author, radio show host, successful entrepreneur and sales development industry pioneer.

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. 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.

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, 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. 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

Besides unable to spell as well, he ends the book with quotes that make no sense.
Richard Kottle
With Dave Kurlan's help, I have tripled my sales, finally enjoy selling and don't worry about where my next sale will come from.
Sales Pro
Dave Kurlan's Mindless Selling book has help tremendously with coaching sales pros.
Coachk

Most Helpful Customer Reviews

7 of 7 people found the following review helpful By A Customer on November 10, 2003
Format: Hardcover
This book reveals great insights on the hidden weaknesses that truly hold salespeople back. In fact, I would call the ideas revolutionary for the sales industry. What I cannot understand is why the author didn't get a ghostwriter or at least hire an editor for his writing??? There are mistakes everywhere which makes the book choppy and difficult to read. One has to figure out what Kurlan is trying to convey to understand his ideas. It is a shame because the ideas are really profound.
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6 of 6 people found the following review helpful By Future Superstar on January 23, 2005
Format: Paperback
I was hoping for techniques to help me move beyond the areas in which I always seem to get stuck - stalls, put-offs, long sell cycle, no budget, disinterest, etc. Instead, I found that these events continue to plague me because of me; my discomfort talking about money, self-limiting beliefs, what Kurlan calls Non Supportive Buy Cycle and my tendency to become emotional. Well, it's been several months since I devoured this life changing read and my results illustrate the impact that this book had. I have shortened my sell cycle, increased my margins, eliminated the stalls and put-offs, my sales are up 432% over the same time last year. I have not incorporated a single new technique but I have dramatically changed the way I think about selling, my part in the process and my expectations as to what should happen. No longer do I feel like I am resigned to wait for outcomes because I now control my own destiny. Thank you Dave Kurlan!
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4 of 4 people found the following review helpful By Sales Pro on August 9, 2004
Format: Paperback
This book helped me like no other sales book. As an advent reader of sales literature, I was thrilled to read a book that actually identified my selling problems and showed me how to overcome them. With Dave Kurlan's help, I have tripled my sales, finally enjoy selling and don't worry about where my next sale will come from. This isn't Shakespear but it's the best book on selling I have ever read!
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4 of 4 people found the following review helpful By a Salesman on January 20, 2005
Format: Paperback
For years I have been looking for Sales guidance and information that really relates to what goes on in the world of selling. Most of the "stuff" that is out there sounds good in a seminar, but doesn't really help to increase sales. What Kurlan offers in this book really works. I tried it, it worked, and I continue to use it.
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3 of 3 people found the following review helpful By Coachk on January 20, 2005
Format: Paperback
Dave Kurlan's Mindless Selling book has help tremendously with coaching sales pros. Getting them to speak to prospects conversationally and not "working" them with too much technique was a big help to my clients. Finding out about the need for approval and limiting records has made me focus on areas with my clients that I may not have had I not read this short to the point book. I feel the insights in this book has made me a better coach and I recommend it to anyone in sales who has the desire to be better and more effective. I feel the book will help one be more competative, more committed, have more fun while reaping the benefits.

Thank you Dave Kurlan for writing it. There are too many books out there that drag things out to where the point is lost.
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3 of 3 people found the following review helpful By Howard B. on January 21, 2005
Format: Paperback
I wish I had read this book 10 years ago! Kurlan's book helped me to understand the reasons why I got the outcomes I did when it came to my selling activites. More importantly, it has helped me overcome the weaknesses I had and has allowed me to start reaching my potential both personally and financially. Nothing tricky or fancy, just straightforward insight that goes directly to the root of the problem.
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3 of 3 people found the following review helpful By Amazon Customer on January 21, 2005
Format: Paperback Verified Purchase
Dave gets to the core of what makes a salesperson successful. With clear, concise language. He gives powerful insights into what makes sales people successful. More importantly, he gives guidelines to help get you past the obstacles holding you back from true greatness. Worthy of a sixth star in your rating system.
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