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Baseline Selling Live Virtual or Onsite

Kurlan & Associates
Training overview
Corporate / Group Training
22 hours
From 2,500 USD
Start dates
Online
2,500 USD
Start anytime

Online
2,500 USD
Inquire for more information

United States of America
2,500 USD
Inquire for more information

Course description

Baseline Selling - Live Virtual or Onsite

Based on Dave Kurlan’s best selling book, Baseline Selling, we bring the art of consultative selling to life with this live interactive 12-week online training program. Hosted by Dave Kurlan and Chris Mott, this weekly training delivers all you need to have better conversations, reach real decision makers, differentiate yourself from the competition, nail down more quality appointments, thoroughly qualify your prospects, close more business, squash any and all objections, and so much more.

Whether you are new to sales or a seasoned veteran looking to bring your selling skills to a new level, the Baseline Selling live online training program will prove to be one of the smartest decisions you can make for your sales career. Dave and Chris go wide and deep into the consultative sales methodology by using live examples of real life challenges, live role playing and chat, meaningful PowerPoint and video clips that help drive points home, offline assignments and lessons learned to help you retain all that this world-class training program has to offer.

Who should attend?

  • VAR’s
  • Outside/Inside Salespeople
  • Entrepreneurs
  • Major Account Salespeople
  • Distributor/Dealers Salespeople
  • Independent Reps
  • National Account Salespeople

Training content


  1. Introduction to the Selling Process
  2. Creating Positioning Statements – The First 30 Seconds
  3. First Base – Selling the First Appointment
  4. Second Base Part 1 – Consultative Selling, Uncovering Compelling Reasons to Buy
  5. Second Base Part 2 – Differentiating Yourself and Quantifying the Opportunity:  Posturing, Positioning and SOB Quality
  6. Third Base – Qualified Opportunity: Decision Making, Commitment, Timeline and Money
  7. Running Home – Compelling Presentations and Proposals
  8. Scoring – Closing the Deal
  9. Uncovering a Prospect’s Buying Strategies
  10. Overcoming Objections
  11. Eliminating Success Barriers – Overcome Weaknesses
  12. Strategic Account Management – Keep and Grow Existing Customers

Course delivery details

This course is delivered live over a period of six months to a year.  The course consists of anywhere from twelve to sixteen one-hour live, interactive training sessions over Zoom, with rich multi-media, 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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kurlanassociates.com

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