Baseline Selling by Dave Kurlan
How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball
Using a baseball diamond as a framework, this sales guide breaks the process into four bases: building trust and uncovering compelling reasons to buy, rigorously qualifying decision makers, budget, and timing, delivering tailored presentations, and closing cleanly at home plate. It emphasizes consultative questioning, milestone-based pipeline management, and disciplined debriefing to prevent premature demos, handle objections, and boost win rates, offering practical tools, examples, and coaching tips for everyday selling.
Purchase from
Bookshop.org
- Published
- 2005
- Nationality
- American
- Length
- Short
- Pages
- 220-260
- Original Language
- English
- Avg User Rating
- No ratings yet
- Alternate Titles
- None
This book is not currently on any lists.