- 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: 4.7 out of 5 stars See all reviews (69 customer reviews)
- Amazon Best Sellers Rank: #209,894 in Books (See Top 100 in Books)
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Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball
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...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
Kurlans 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 Kindle Edition 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 Kindle Edition edition.
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Top customer reviews
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.
I'm pleased to provide an unsolicited recommendation and review of this book as it offers a simple, straightforward way of managing the sales cycle based on a metaphor of the game of baseball and includes some powerful techniques that you can use straight out of the book to help level the playing field with buyers.
A common fault many sales people make is to uncover a prospect need, and then rush to the close without "covering the bases" - in this book you'll learn that to score a home-run (a sale), you have to cover all the bases and the more at-bats you make, the more sales you'll make....particularly important for those of us prone to bouts of call reluctance
What is different about Baseline Selling from a lot of other sales training books is that it is tightly coupled with a sales psychology assessment from Kurlan's Objective Management Group that comprehensively assesses the critical aspects of individual beliefs and behaviour that impact sales performance.
A truth I have learned and experienced in working with individuals and in my own selling assessment is that you have look your own weaknesses in the eye, understand them and their impact on your behaviour and results when face-face with buyers, then practice ways of overcoming them and resolve to adopt different behaviour for lasting change - and real results to occur.
Kurlan started selling door to door more than 30 years ago and he is a student of the game...of baseball and selling and his references to classic selling texts are of value.
What I found most useful apart from selling psychology assessment were the techniques immediately applicable to any selling profession including;
* "Positioning statements" - a sure fire way of getting engagement when the buyer picks up the phone
* Techniques for engaging the intellectual buyer who already has what you sell and for differentiating in a commodity sell.
* Rules for unpacking symptoms from problems and reaction and consequences and how to uncouple cause from effect.
* The "Infield Why Rule" - the practice of asking why until you get to root cause
* The "Inoffensive Close" - real gem and it works.
* The "Suicide Squeeze" for overcoming resistance to change
Well worth the $15.14 and highly recommended.
Full review at [...]
PS: They have a workbook available, which I thought was a great addition to the book so you can put the concepts into practice.
William Capelle - Vice President
American Pride Industrial Equipment and Services
Green Bay, WI
In sum, it is a quick read that provides insight and will give one confidence.