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. 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 listen to this book and put its wisdom to work will succeed in 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.
©2005 David Kurlan (P)2016 David Kurlan
Several months ago, I started a job doing B2B sales. I have never sold anything in my life by going out and hustling for it, and I found myself struggling to make sales and therefore earn a decent living.
When I had the opportunity to read and review this book, I snapped it up quickly.
While much of this book deals with in-person presentations that are not relevant to what I am doing, it has enough insight into the mindset of a salesperson and how we can sabotage ourselves. This insight alone is worth any purchasing price, as realizing when or how YOU get stuck is the first step to figuring out how to fix it and make the sales.
The narration is crisp and clear, though the narrator uses the word "backslash" instead of "slash" when reading web site addresses, which renders them inaccurate.
The information in this book is valuable to understanding your own motivations, roadblocks and successes as a salesperson, as well as the history of sales culture. In easy to follow terms, you can round the bases.
A word of note: this book (and one would assume some of the resources) is more than ten years old. Perhaps an updated epilogue with new information regarding current trends, resources and web sites would have been helpful.
This all having been said, I'm not that much better of a salesperson since reading this book. But I've gotten inside my own head, and that puts me further ahead.
Well worth your time, money or credit.
I received a free copy of this book in exchange for an honest review.
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