Buy new:
-15% $15.63
FREE delivery Tuesday, May 14 on orders shipped by Amazon over $35
Ships from: Amazon.com
Sold by: Amazon.com
$15.63 with 15 percent savings
List Price: $18.49

The List Price is the suggested retail price of a new product as provided by a manufacturer, supplier, or seller. Except for books, Amazon will display a List Price if the product was purchased by customers on Amazon or offered by other retailers at or above the List Price in at least the past 90 days. List prices may not necessarily reflect the product's prevailing market price.
Learn more
Get Fast, Free Shipping with Amazon Prime FREE Returns
FREE delivery Tuesday, May 14 on orders shipped by Amazon over $35
Or fastest delivery Friday, May 10. Order within 21 hrs 55 mins
In Stock
$$15.63 () Includes selected options. Includes initial monthly payment and selected options. Details
Price
Subtotal
$$15.63
Subtotal
Initial payment breakdown
Shipping cost, delivery date, and order total (including tax) shown at checkout.
Ships from
Amazon.com
Ships from
Amazon.com
Sold by
Amazon.com
Sold by
Amazon.com
Returns
Eligible for Return, Refund or Replacement within 30 days of receipt
Eligible for Return, Refund or Replacement within 30 days of receipt
This item can be returned in its original condition for a full refund or replacement within 30 days of receipt.
Read full return policy
Returns
Eligible for Return, Refund or Replacement within 30 days of receipt
This item can be returned in its original condition for a full refund or replacement within 30 days of receipt.
Read full return policy
Payment
Secure transaction
Your transaction is secure
We work hard to protect your security and privacy. Our payment security system encrypts your information during transmission. We don’t share your credit card details with third-party sellers, and we don’t sell your information to others. Learn more
Payment
Secure transaction
We work hard to protect your security and privacy. Our payment security system encrypts your information during transmission. We don’t share your credit card details with third-party sellers, and we don’t sell your information to others. Learn more
$9.95
Get Fast, Free Shipping with Amazon Prime FREE Returns
FREE delivery Wednesday, May 15 on orders shipped by Amazon over $35
Or fastest delivery Friday, May 10. Order within 21 hrs 55 mins
Only 1 left in stock - order soon.
$$15.63 () Includes selected options. Includes initial monthly payment and selected options. Details
Price
Subtotal
$$15.63
Subtotal
Initial payment breakdown
Shipping cost, delivery date, and order total (including tax) shown at checkout.
Access codes and supplements are not guaranteed with used items.
Amazon book clubs early access
Loading your book clubs
There was a problem loading your book clubs. Please try again.
Not in a club? Learn more
Amazon book clubs early access

Join or create book clubs

Choose books together

Track your books
Bring your club to Amazon Book Clubs, start a new book club and invite your friends to join, or find a club that’s right for you for free.
Explore Amazon Book Clubs
Kindle app logo image

Download the free Kindle app and start reading Kindle books instantly on your smartphone, tablet, or computer - no Kindle device required.

Read instantly on your browser with Kindle for Web.

Using your mobile phone camera - scan the code below and download the Kindle app.

QR code to download the Kindle App

Follow the authors

Dave Kurlan
+ Follow
David Kurlan
+ Follow
See all
Something went wrong. Please try your request again later.

Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball Paperback – November 30, 2005

by Dave Kurlan (Author)
4.3 4.3 out of 5 stars 165 ratings
See all formats and editions
{"desktop_buybox_group_1":[{"displayPrice":"$15.63","priceAmount":15.63,"currencySymbol":"$","integerValue":"15","decimalSeparator":".","fractionalValue":"63","symbolPosition":"left","hasSpace":false,"showFractionalPartIfEmpty":true,"offerListingId":"VLjaEbAWSRgGDl79Sl85a7tq5TDMlmF8PR3fQ%2Bx5%2FnfPn7p7utRVXyUpkzG9lJ3atV8cdU%2B7aAGrXCvAK1HoJ86Zx5okNNmC1%2FpTLMsxZyxIlDEVcmsvcaVxcDqv%2F7zxvujmrdeYPP8%3D","locale":"en-US","buyingOptionType":"NEW","aapiBuyingOptionIndex":0}, {"displayPrice":"$9.95","priceAmount":9.95,"currencySymbol":"$","integerValue":"9","decimalSeparator":".","fractionalValue":"95","symbolPosition":"left","hasSpace":false,"showFractionalPartIfEmpty":true,"offerListingId":"VLjaEbAWSRgGDl79Sl85a7tq5TDMlmF8epTSSVDMJ17AFiFYBvvQKZruVfrJvDJz9lkvYuwSzs79nj1Gqb5tbdtpwdWhEZDYCCNVfkmHzLZlHEnJ8p9via1jMxcv7TFjgm1%2Bumf%2FIY1cVunQo%2BBB142PbLx75E1DTk6%2FBFf1OuRd3dAeb7Y3BOngMYGR4M5a","locale":"en-US","buyingOptionType":"USED","aapiBuyingOptionIndex":1}]}

Purchase options and add-ons

Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today's sales "experts" with an elegant and very effective simplicity. Studies have shown that the selling techniques of the last two decades have had very little impact on most of the sales population-less than 75 percent of all salespeople, to be exact. Why? Because of the complexity, learning curve and difficulty in applying the concepts in these systems. In response to the urgent need for a flexible, innovative process that will enable people to grasp the essential skills necessary to close a sale in any situation, Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to and utilize, and above all, one that complements and enriches advanced sales methodologies. Salespeople who read this book and put its wisdom to work will succeed at acquiring more opportunities as they learn to get appointments more easily. They will excel at creating opportunities with prospects who are "not interested". They'll 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 "sales bases" without over-complicating the process.
Read more Read less
Previous page
  1. Print length
    232 pages
  2. Language
    English
  3. Publisher
    AuthorHouse
  4. Publication date
    November 30, 2005
  5. Dimensions
    6 x 0.58 x 9 inches
  6. ISBN-10
    1420895672
  7. ISBN-13
    978-1420895674
  8. See all details
Next page
The Amazon Book Review
The Amazon Book Review
Book recommendations, author interviews, editors' picks, and more. Read it now.

Frequently bought together

Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball
$15.63
Get it as soon as Tuesday, May 14
In Stock
Ships from and sold by Amazon.com.
+
Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About R
$16.19
Get it as soon as Tuesday, May 14
In Stock
Ships from and sold by Amazon.com.
+
The Challenger Sale: Taking Control of the Customer Conversation
$16.64
Get it as soon as Thursday, May 16
Only 1 left in stock - order soon.
Sold by Book the Store and ships from Amazon Fulfillment.
Total price:
To see our price, add these items to your cart.
Details
Added to Cart
Some of these items ship sooner than the others.
Show details Hide details
Choose items to buy together.

Product details

  • Publisher ‏ : ‎ AuthorHouse (November 30, 2005)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 232 pages
  • ISBN-10 ‏ : ‎ 1420895672
  • ISBN-13 ‏ : ‎ 978-1420895674
  • Item Weight ‏ : ‎ 12.5 ounces
  • Dimensions ‏ : ‎ 6 x 0.58 x 9 inches
  • Customer Reviews:
    4.3 4.3 out of 5 stars 165 ratings

About the authors

Follow authors to get new release updates, plus improved recommendations.
Previous page
  1. Dave Kurlan

    Dave Kurlan

    Brief content visible, double tap to read full content.
    Full content visible, double tap to read brief content.

    Discover more of the author’s books, see similar authors, read author blogs and more

    See more on the author's page
  2. David Kurlan

    David Kurlan

    Brief content visible, double tap to read full content.
    Full content visible, double tap to read brief content.

    Dave Kurlan is a top-rated speaker, best selling author, radio show host, successful entrepreneur and sales development industry pioneer. He was inducted into the Sales & Marketing Hall of Fame in 2012.

    He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales candidate assessments and sales force evaluations, and winner of the Top Sales Assessment Tool for 2011-2016. He is also the CEO of Kurlan & Associates, Inc., an international consulting firm specializing in sales force development and a three-time Inc. 5000 winner. He has 3 decades of experience in all facets of sales development, including consulting, training, coaching, selection, strategy, systems, processes, and metrics.

    Baseline Selling reached #3 on Amazon.com, has been the #1 Cool Book of the Day, and has appeared on many lists of the Top 50 Sales Books. 12 Years after its release date, it is still relevant today!

    Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference, EcSell Institute's Sales Coaching Summits, the Gazelles Sales & Marketing Summit, Inbound and dozens of additional industry Conferences.

    He has been featured on radio, television and print, including World Business Review with General Norman Schwarzkopf, Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He was the host of the weekly business radio show, Meet the Sales Experts. He is the author of Mindless Selling and the best-seller, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.

    He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog, winner of Top Sales & Marketing Blog for 2011-2016. He is a contributing author to several books including, The Death of 20th Century Selling, 101 Great Ways to Improve Your Life, Volume 2, and Stepping Stones, with coauthors Deepak Chopra and Jack Canfield.

    See more on the author's page
Next page

Customer reviews

4.3 out of 5 stars
4.3 out of 5
165 global ratings
New book was used
4 Stars
New book was used
Great book whoever. I ordered as a new book and while the book looked new. Today I noticed on the back of the book it the sticker said used.
Hide
Thank you for your feedback
Sorry, there was an error
Sorry we couldn't load the review

Top reviews from the United States

Mark Gibson
5.0 out of 5 stars Baseline Selling - A Home Run for Salespeople
Reviewed in the United States on January 27, 2011
Verified Purchase
As a sales professional and coach, I read a lot of books and invest in some way in my own professional development every year. Recently I purchased a copy of Baseline Selling by Dave Kurlan to complement a HubSpot partner sales training course and coaching session.

I'm pleased to provide an unsolicited recommendation and review of this book as it offers a simple, straightforward way of managing the sales cycle based on a metaphor of the game of baseball and includes some powerful techniques that you can use straight out of the book to help level the playing field with buyers.

A common fault many sales people make is to uncover a prospect need, and then rush to the close without "covering the bases" - in this book you'll learn that to score a home-run (a sale), you have to cover all the bases and the more at-bats you make, the more sales you'll make....particularly important for those of us prone to bouts of call reluctance

What is different about Baseline Selling from a lot of other sales training books is that it is tightly coupled with a sales psychology assessment from Kurlan's Objective Management Group that comprehensively assesses the critical aspects of individual beliefs and behaviour that impact sales performance.

A truth I have learned and experienced in working with individuals and in my own selling assessment is that you have look your own weaknesses in the eye, understand them and their impact on your behaviour and results when face-face with buyers, then practice ways of overcoming them and resolve to adopt different behaviour for lasting change - and real results to occur.

Kurlan started selling door to door more than 30 years ago and he is a student of the game...of baseball and selling and his references to classic selling texts are of value.

What I found most useful apart from selling psychology assessment were the techniques immediately applicable to any selling profession including;

* "Positioning statements" - a sure fire way of getting engagement when the buyer picks up the phone
* Techniques for engaging the intellectual buyer who already has what you sell and for differentiating in a commodity sell.
* Rules for unpacking symptoms from problems and reaction and consequences and how to uncouple cause from effect.
* The "Infield Why Rule" - the practice of asking why until you get to root cause
* The "Inoffensive Close" - real gem and it works.
* The "Suicide Squeeze" for overcoming resistance to change

Well worth the $15.14 and highly recommended.

Full review at [...]
6 people found this helpful
Helpful
 Report
Ty P.
4.0 out of 5 stars New book was used
Reviewed in the United States on March 12, 2021
Verified Purchase
Great book whoever. I ordered as a new book and while the book looked new. Today I noticed on the back of the book it the sticker said used.
Customer image
Ty P.
4.0 out of 5 stars New book was used
Reviewed in the United States on March 12, 2021
Great book whoever. I ordered as a new book and while the book looked new. Today I noticed on the back of the book it the sticker said used.
Images in this review
Customer image Customer image
Customer imageCustomer image
Helpful
 Report
Carolann Jacobs
5.0 out of 5 stars Best Book on Selling for the Non-Salesperson
Reviewed in the United States on April 4, 2011
Verified Purchase
If you are someone whose primary profession is not in sales (e.g. small business owner), buy this book. If your sales pipeline isn't full, if you're not converting enough sales calls into customers, buy this book. If you can't document or draw your sales process from end to end, buy this book.

Baseline Selling is the only book I've found that doesn't assume you already have a business to business sales process. It starts with the head trash that is a barrier to effective sales, moves into effective prospecting and takes you all the way through to the close, providing a framework and a repeatable process.

As a business coach, what I find is that my clients who don't close enough business have these issues:
==> They believe that they can get enough referrals through networking that they are never going to have to make a cold call, despite the insurmountable evidence to the contrary. In other words, they are in denial about having to make cold or lukewarm calls.
==> They create busy work to avoid sales (a good space for me as business coach)
==> They have more than one of the 7 psychological barriers to sales that this book addresses (another good space for me as a business coach)
==> There's a skills gap. They don't know how to prospect. They don't know how to make a cold call less cold. They don't know what to do to get the appointment. If they get the appointment, they don't know what to do in the appointment to move it along to closed business.

Baseline Selling addresses all of these and more. I will be providing this as a resource for my clients as well as refining my own process.

Thank you, Dave Kurlan, for creating this resource.
8 people found this helpful
Helpful
 Report
G. Steinig
5.0 out of 5 stars Baseline Selling is a sales system that really works.
Reviewed in the United States on September 14, 2017
Verified Purchase
I was introduced to the Sandler Sales System by Dave back in the 90's. It totally changed my life. But Sandler can be difficult to learn and difficult to implement. As my career progressed I moved into sales management and needed a system that was easy to implement and understand. But, it still had to work. And work well. That's when I went back to my roots so to speak. I found that Dave had taken all his experience and expertise and had presented them in a new sales system of his own creation. Baseline Selling. It had everything I was used to and everything I wanted ..... but it was easy to implement and understand. Fast forward several years later and Baseline Selling is the only system I use. Every sales rep who goes thru here learns it. They are better sales reps for it. My team has never missed quota. We all speak the same language and move our suspects around the base path similarly. If I could give this 10 stars I would. Buy it and the workbook. You'll be glad you did.
9 people found this helpful
Helpful
 Report
Richard J. Ryan
3.0 out of 5 stars Some nuggets but tedious
Reviewed in the United States on September 10, 2020
Verified Purchase
There are some nuggets in here, but you really have to dig. The baseball analogies and tutorials get old real fast, especially when you're looking for info you need now, like "show me a typical pipeline with the stages (bases) you've defined". He says a pipeline example is available on one of his websites, but once there, there is no easy way to view or download it. The book, in general, is not very user friendly. Takes way too long to get to any substance. After watching a few of Kurlan's videos I was looking forward to this book, but a bit disappointed.
2 people found this helpful
Helpful
 Report
Amazon Customer
5.0 out of 5 stars Simple yet powerful approach to sales management
Reviewed in the United States on May 17, 2017
Verified Purchase
I found this book very helpful in establishing a common language and simple approach for our sales team to use. We are a small company with a few sales people and we needed a simple way to manage our pipeline and communicate status to company management. We leveraged the concepts from this book to update our CRM and we now follow the baseline selling approach. It works well for us and I would recommend this to others that want to get a handle on their sales processes and establish a common language and sales practice.
6 people found this helpful
Helpful
 Report

Top reviews from other countries

Translate all reviews to English
Flavio Tosi - Business Exploration
5.0 out of 5 stars Best Sale Book - if you have to sell.
Reviewed in Italy on January 11, 2022
Verified Purchase
Buy this book if you want step by step instructions on how to sell.
Report
Harry Slaunwhite
4.0 out of 5 stars The author credits many other books he pulled specific thoughts and practices from and so looks like I'll be doing a lot of reading
Reviewed in Canada on March 26, 2018
Verified Purchase
This will be a support piece to actual real time training our sales department will be receiving. I'll be returning to this eBook again and again. Making notes and highlighting sections as I read through. The author credits many other books he pulled specific thoughts and practices from and so looks like I'll be doing a lot of reading!
Report
Cliente de Amazon
5.0 out of 5 stars Jorge Lona
Reviewed in Mexico on January 30, 2017
Verified Purchase
tiene conceptos claro de una metodología para ventas apoyándose en una metáfora del Base Ball tomando en cuenta etapas elementales
Report