Mindless Selling is not another book filled with sales methodologies, moves, objection handling techniques, or one-liners. If that's what you want from a sales book, they are in plentiful supply, easy to locate, and they are all quite wonderful. The problem with all of the books that are filled with techniques is that if we take a salesperson who is failing and have them read a book, the only thing that would have changed is the salesperson's vocabulary. Same salesperson--new words--still failing.Mindless Selling looks at many of the reasons that techniques--old and new alike--don't change results. This book looks at the powerful, hidden weaknesses that get in the way, that cause paralysis. Mindless Selling explains why salespeople already know what to do and say but are often unable to execute what they know.Through stories and case histories, the reader will learn exactly what differentiates a sales stud from a sales dud. Not techniques. Hidden Weaknesses. And the reader will learn how, with specific instructions, exercises and additional reading material, how to overcome them once and for all.
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, as well as the CEO of Kurlan & Associates, Inc., an international consulting firm specializing in sales force development. He possesses 30 plus years 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.
He has been featured on radio, television and in print, including World Business Review with General Norman Schwarzkopf, and features in 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. He is featured on Inc. Magazine's video, How to Increase Sales and Profits by 1000%. 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.
