If you can run the bases in baseball, you already understand the fundamentals of a winning sales process. In Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, sales expert Dave Kurlan introduces a simple, memorable, and highly effective sales system that replaces complexity with clarity-and delivers real results.
For too long, sales professionals have struggled with methodologies that are difficult to learn and even harder to apply. Studies show that less than 25% of salespeople effectively use the techniques taught over the last two decades. Why? The unnecessary complexity, steep learning curves, and rigid systems have held them back.
Baseline Selling changes all that. Kurlan reemphasizes the fundamentals of selling in a fresh, relatable way, using the universally understood game of baseball to create a step-by-step process that anyone can follow. Whether you are an experienced sales professional or new to the field, you'll find practical strategies that complement and enhance any advanced methodology you already use.
Inside, you will learn how to:
Get more appointments-even with prospects who say they're "not interested" Differentiate yourself in commodity-driven markets with "Commodity Busters" Increase closing percentages using the simple yet powerful "Inoffensive Close" Sell at higher margins by applying the "Rule of Ratios" Shorten your sales cycle by effectively "Taking a Lead"
This book is not about gimmicks or tricks. It is about visualizing your sales process in an intuitive way and executing each step with confidence. Baseline Selling helps you master the essential skills needed to close more sales, more often-without over-complicating the process.
Step up to the plate and transform your sales game today.
Dave Kurlan is the founder of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan and Associates, Inc., a consulting firm specializing in sales force development. He possesses 30 plus years of experience in all facets of sales training, sales management and consulting.
A regularly featured Conference attraction, Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the DCI Sales Management Conferences. Internationally known for his ground breaking work in evaluating sales people, he is the developer of The Dave Kurlan Sales Force Profile, a tool for evaluating sales forces, co-developer of Salesmind, software that helps salespeople overcome their weaknesses, and co-developer of SalesTrack, a web application that helps sales managers coach and hold their salespeople accountable.
He has been featured on radio, television and in print, including features in Inc. Magazine, Selling Power, Sales and Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling, Baseline Selling and STAR. He is featured on the Inc. Magazine video How to Increase Sales and Profits by 1000% and was a contributor to the Dan Seidman book, The Death of 20th Century Selling.
