Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today's sales "experts" with an elegant and very effective simplicity. Studies have shown that the selling techniques of the last two decades have had very little impact on most of the sales population-less than 75 per cent of all salespeople, to be exact. Why? Because of the complexity, learning curve and difficulty in applying the concepts in these systems.
In response to the urgent need for a flexible, innovative process that will enable people to grasp the essential skills necessary to close a sale in any situation, Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to and utilize, and above all, one that complements and enriches advanced sales methodologies. Salespeople who read this book and put its wisdom to work will succeed at acquiring more opportunities as they learn to get appointments more easily. They will excel at creating opportunities with prospects who are "not interested". They'll 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 "sales bases" without over-complicating the process.
You can find the audio version HERE
What They Are Saying:
“Baseline Selling’s content is the most “Real World” applicable as any business related book I’ve ever read.”
“I loved this book. When was the last time a book about sales was a great read? For those of us who believe that the best sales team will win, every time, this is our handbook.”
“Baseline Selling – simple, readable, practical, actionable – a Grand Slam.”
"This book is an undiscovered gem. It provides a framework to understand the sales process and achieve significant results. Anyone who wants to make it rain should read it."
“Dave Kurlan’s Baseline Selling reminds us you can't steal first base! In baseball the great ones fail seven out of ten times. The great ones in sales accept rejection as part of the game. They keep their heads up, and persist. This book shows you how to negotiate the bases and bring the sales home.”
“I read it through in two days and then started over again. I think it’s a great book. The analogy of the base paths is terrific. All our football, hockey and basketball friends will be envious unless you write books on other sports.”
“This book is unbelievable! In sales training, there is always pushback, this is a way to eliminate pushback, and get the entire group to understand and most impressive- make the changes to the behavior to close more sales.”