Baseline Selling Course #1 (Self-Directed)

Kurlan & Associates
Training overview
Professional Course
Self-paced Online
16 hours
From 795 USD

Start dates
795 USD
Start anytime

Course description

Baseline Selling Course #1 (Self-Directed) 

Baseline Selling integrates sales process and methodology and this VILT course brings the book, Baseline Selling - How to Become a Sales Superstar, to life. The fast-paced course is entertaining, memorable, and interactive.

This course will help veteran and novice salespeople alike get more meetings, build a better quality pipeline, gain more traction, create urgency, shorten sales cycles, and win more deals and accounts.

Those who have completed the course work in more than 200 different industries and are from companies of all sizes, from start-ups to 100 plus year-old businesses to multi-billion dollar corporations.

Who should attend?

This course is suitable for those in the following roles:

Business Development Rep
Sales Development Rep
Account Executive
Account Manager
Territory Manager
Field Sales Manager 
Regional Sales Manager 
Major Account Sales
National Account Sales
Key Account Sales

Training content

Baseline Selling

  • Watch this Video First
  • Charting Your Course
  • How the Right Sales Process Can Neutralize the Customer
  • Handout for the Introduction
  • Introduction to Baseline Selling
  • Where are We?
  • The Power of the Right Words
  • Positioning Statements Handout
  • Creating Your Positioning Statements
  • Tonality
  • Pace
  • Rejection
  • Prospects Who Aren't Interested
  • Handout for Selling the First Meeting
  • Selling the First Meeting or Call

Building a Case and Creating Urgency

  • Where are We?
  • Accelerating the Sales Process
  • Handout for Compelling Reasons to Buy
  • Uncovering Compelling Reasons to Buy
  • How to Shorten the Sales Process
  • Handout for SOB Quality
  • Reaching 2nd Base - Developing SOB Quality

Leveraging Your Case

  • Where are We?
  • Taking Price Off the Table
  • Handout for Getting to 3rd Base
  • Reaching Third Base - Qualifying the Opportunity
  • Home-Fade.pdf
  • References versus Testimonials
  • Tests, Pilots, and Trials
  • Handout for Running Home
  • Running Home - Presenting Your Value
  • One Opportunity to Close
  • Why You Weren't Able to Close
  • Scoring - Closing the Sale
  • Handout for Scoring

More Baseline Selling

  • Buying Strategies
  • Handout for Uncovering Buying Strategies
  • The Art and Science of Managing Resistance
  • Handout for Objections
  • Eliminating Objections Once and For All
  • Need for Approval
  • Non Supportive Buy Cycle
  • Controlling Your Emotions
  • Self-Limiting Beliefs
  • Discomfort Discussing Money
  • Handout for Success Barriers
  • Overcoming Your Success Barriers
  • Overcoming Your Success Barriers
  • Keep and Grow Existing Customers and Clients
  • Handout for Strategic Account Management
  • Strategic Account Management
  • Certification Test

Course delivery details

This course is self-directed so you can move as quickly or as slowly as you are comfortable.  There are twelve one-hour recorded live training sessions supported by approximately 20 supplemental videos, handouts and slide decks.

Most sessions include some role-playing and discussion.

Why choose DKA?

200 industries

More than 10,000 salespeople trained

27% average increase in revenue

About DKA

Kurlan & Associates

Kurlan & Associates helps companies grow revenue and profit with practical, memorable, enjoyable, unique, scalable, sales, sales management and sales leadership training programs and consulting. Kurlan works with companies of all sizes, in more than 200 industries, and all B2B...

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Contact info

Kurlan & Associates

114 Turnpike Rd, Suite 102
01581 Westborough Massachusetts

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Average rating 5

Based on 3 reviews.


I am happy that we chose a quality course like BLS for sales training. Thanks again for all that you have taught us!

Sean B.

This was my favorite class so far. I really liked your take on questioning and look forward to more hopefully. I would say most impactful for me was the discussion in itself. Hearing a new style of questioning like, “Who else cares about this” was great. I know its just a simple twist of what I would normally do but, it seems like it would be ve...

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Gary W.

Thank you for yet another productive and engaging session last Friday.

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