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.
Using baseball as its metaphor, Baseline Selling introduces a powerful but simple new way to approach sales that professional salespeople will find memorable, enjoyable and easy to implement.
Salespeople who read this book and put its wisdom to work will succeed at acquiring more opportunities as they learn to reach first base more easily. They will excel at creating opportunities with prospects who are not interested by hitting for The Cycle. They will 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 bases without over-complicating the process.
