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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 67 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 (67 customer reviews)
  • Amazon Best Sellers Rank: #403,791 in Books (See Top 100 in Books)

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: Hardcover Verified Purchase
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. I am the type of person that provides too much information and ... it was somewhat revealing that full disclosure tends to paralyze and call into question competency. Oh dear! I am re-reading the book and practicing some of the techniques.

In sum, it is a quick read that provides insight and will give one confidence.
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Format: Kindle Edition Verified Purchase
If you are someone whose primary profession is not in sales (e.g. small business owner), buy this book. If your sales pipeline isn't full, if you're not converting enough sales calls into customers, buy this book. If you can't document or draw your sales process from end to end, buy this book.

Baseline Selling is the only book I've found that doesn't assume you already have a business to business sales process. It starts with the head trash that is a barrier to effective sales, moves into effective prospecting and takes you all the way through to the close, providing a framework and a repeatable process.

As a business coach, what I find is that my clients who don't close enough business have these issues:
==> They believe that they can get enough referrals through networking that they are never going to have to make a cold call, despite the insurmountable evidence to the contrary. In other words, they are in denial about having to make cold or lukewarm calls.
==> They create busy work to avoid sales (a good space for me as business coach)
==> They have more than one of the 7 psychological barriers to sales that this book addresses (another good space for me as a business coach)
==> There's a skills gap. They don't know how to prospect. They don't know how to make a cold call less cold. They don't know what to do to get the appointment. If they get the appointment, they don't know what to do in the appointment to move it along to closed business.

Baseline Selling addresses all of these and more. I will be providing this as a resource for my clients as well as refining my own process.

Thank you, Dave Kurlan, for creating this resource.
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