Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball

by Dave Kurlan

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 percent 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.

Genres: Business

232 pages, Paperback

First published November 1, 2005

Reviews

[Alejandro Sanoja · Rating 4 out of 5]

This book made me realize two things:

1) Through trial and error (and some reading about the topic), I have been growing my sales skillset.

2) There is much more to learn before I can consider myself great, or even good, at sales.

It has a TON of actionable and strategic insights.

[Jill Speight · Rating 3 out of 5]

Great basic read on foundational principles to selling