At just over 200 pages, Baseline Selling’s main premise is that most “modern sales experts, authors, trainers, and consultants”, have “unnecessarily complicated the entire sales process”. The book covers the end to end sales strategy developed by Kurlan and uses the game of baseball as a training analogy. Kurlan starts the books building his case with a brief analysis of statistics on sales performance, a discussion on the history of sales training, and then introduces his primary sales methodology he calls Baseline Selling, based on the AIDA (Attention Interest Desire Action) formula. The book has five sections: Warming Up, Getting ...
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