New topics will be added regularly, so check back often.
The Consultative Selling Series – instills the fundamental skills for consultative selling.
The Sales Issues Series – solutions for common problems.
The Top Gun Series for Advanced Sale Pros – advanced practices for those who want to become superstars.
The Time Management for Salespeople Series – based on Ten Secrets for Time Management for Salespeople, presents principles, processes and practices to enable salespeople to gain more effective control of their time.
Package Price All 10 seminars for $500 Click Here to Purchase
Purchase any seminar individualy for $85 Click Any Seminar to Purchase
This series instills the fundamental skills for consultative selling. It should be required for every salesperson.
Target Laser Sharp Sales Calls
Building Positive Business Relationships – Part 1
Building Positive Business Relationships – Part 2
Mastering Your Most Powerful Sales Tool (A good question) – Part 1
Mastering Your Most Powerful Sales Tool (A good question) – Part 2
Persuasive Presentations – Part 1
Persuasive Presentations – Part 2
Strategies for Closing the Sale
Handling Objections – Part 1
Handling Objections – Part 2
Package Price All 8 seminars for $440 Click Here to Purchase
Purchase any seminar individualy for $85 Click Any Seminar to Purchase
This series looks at problems and issues commonly voiced by salespeople, and presents well thought out solutions.
Managing the Impenetrable Account
How to Protect Your Good Accounts from the Competition
Victory Over Voicemail
Differentiating Yourself from the Competition
How to Skillfully Handle Difficult Customers
Successfully Selling in a Price Sensitive Market
Seven Strategies for Communicating Price Increases
How to Sell Value, Not Price
Package Price All 9 seminars for $480 Click Here to Purchase
Purchase any seminar individualy for $85 Click Any Seminar to Purchase
This series focuses on the more subtle advanced practices of superstar salespeople.
Characteristics of Superstar Salespeople
Conquering the Number One Buying Obstacle: Reducing the Risk
Time Management: Getting Focused by Setting Goals
Time Management: Making Hard-Headed Decisions about How to Invest Your Selling Time
Handling the Price Objection
Motivating Yourself to Excel Every Day
Differentiating Yourself from the Competition
Sales Practices to Increase Margins
How to Sell Value, Not Price
Package Price All 5 seminars for $300 Click Here to Purchase
Purchase any seminar individualy for $85 Click Any Seminar to Purchase
This series is based on Dave’s book, Ten Secrets of Time Management for Salespeople, and presents strategies and tactics for salespeople to gain effective control of their time.
Time Management: Getting Focused by Setting Goals
Time Management: Making Hard-Headed Decisions about How to Invest Your Selling Time
Overcoming Time Wasters for Salespeople
Strategic Planning for Salespeople
Get Organized! Managing Information Before It Manages You
Basics of Negotiations for Salespeople
Sharpening Your Sales Vision: Focusing on Sales Opportunities
Dealing with Difficult Customers
Developing New Customers
Positioning Yourself with Value
Ethics for the Professional Salesperson
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Everyone has at least one impenetrable account - those high potential accounts that continue to defy your best efforts. If you could only penetrate one of those accounts and tap into its potential, your results would dramatically improve. By definition, impenetrable accounts are the most difficult for the average salesperson. In order to be successful with these frustrating accounts, you need to think differently and apply some creative kinds of strategies to the task. In this 60 minute, intensive session, sales guru Dave Kahle shares principles, strategies, processes and tools that salespeople can use to penetrate even the most difficult account. You'll learn...
- what you should NOT DO and why
- five reasons they don't buy from you
- how to go around the competition, not through them
- seven strategies you can use to penetrate these accounts
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"Selling isn't telling." In fact, it's more often the opposite. Great salespeople ask questions more effectively than others. They know that a good sales question is their single most powerful sales tool. The skillful use of good sales questions results in: shorter sales cycles, better relationships with customers, deeper knowledge of the customer, greater penetration of key accounts. Everyone who has contact with the customer - delivery driver, customer service and technical service people, field salespeople and key executives - can benefit from this program. In this 60-minute presentation, you'll learn:
- the one reason a good sales question is the salesperson's single most powerful tool
- the five powerful functions of a good question
- a simple five-step process for creating good questions for every situation
- three criteria for crafting good questions.
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"Selling isn't telling." In fact, it's more often the opposite. Great salespeople ask questions more effectively than others. They know that a good sales question is their single most powerful sales tool. The skillful use of good sales questions results in: shorter sales cycles, better relationships with customers, deeper knowledge of the customer, greater penetration of key accounts. In this 60-minute presentation, you'll learn:
- How to BUFFER sensitive questions.
- How to sequence questions most effectively.
- Techniques for uncovering "deeper layers of truth."
- How to create an atmosphere that encourages honest dialog.
- How to master the most neglected question asking technique.
- Why a good sales question is your single most powerful selling tool.
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This program will help salespeople take their performance to a higher level. Participants will learn principles and strategies they can use immediately to develop more positive relationships with their customers. In this motivational 60-minute lesson participants will learn....
- Understand the new "loyalty" in sales.
- Understand exactly what a positive business relationship consists of.
- Master a format for analyzing and rating your relationships with all your customers.
- Recognize the importance of "oiling the gears" by building positive business relationships.
- Identify the ways in which a positive business relationship provides you a competitive advantage.
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This seminar will help salespeople take their performance to a higher level. Participants will learn principles and strategies they can use immediately to develop more positive relationships with their customers. In this 60-minute lesson participants will learn....
- How to master techniques that build trust.
- Methods for making anyone comfortable with you.
- Understand how to adjust your style to the customer's preference.
- Strategies for expanding your customer's knowledge of your company.
- Understand the golden rule of building positive business relationships.
- Gain specific techniques for building positive business relationships with anyone.
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In today's fast paced world, your competitors are trying to gain business anywhere they can. They are more active in your good accounts than ever before. How do you protect your good accounts from the competition? Keeping the competition out of your hard-earned accounts can be one of the sales person's toughest jobs. Successful salespeople today must master this skill if your company is going to prosper. In this 60-minute seminar your people will learn....
- Proactive actions you can take to protect your business.
- Why maintaining a good customer is one of your most effective strategies.
- Four powerful strategies for keeping the competition out of your good accounts
- How to deepen and broaden the relationship with customers.
While none of these strategies are guaranteed to put an impenetrable wall around your good accounts, the wise combination of them will make penetrating one of your good accounts an extremely difficult and frustrating project for your competitors. Sometimes the best strategy is a good defense.
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It happens to all salespeople...the classic objection. How do you effectively deal with the objection of price? In too many instances the whole sales process comes to a dead stop. It does not have to be this way. In this motivational 60-minute seminar your people will learn....
- How to put the objection in perspective.
- How to deal with each type of price objection.
- A process for explaining your price in the lowest terms.
- How to clearly understand the five different types of price objections.
- A step-by-step process for discerning what the real price objection is.
- How to use creative thinking to come up with alternatives to adjusting your price.
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Challenge: Voicemail is driving me crazy! It seems like I can never get through to the people I want to talk to. Welcome to the club. Not so many years ago, there was no such thing as voicemail. Today, it is almost impossible to call a customer on the phone and get directly to him. The electronic gatekeeper, voicemail, stands in the way. Voicemail has become the number one irritant for salespeople in the Information Age. If you can't communicate with your customers, you can't get to see them. And if you can't get to see them, you've been knocked out of the sales process. Unless you learn to work through this electronic obstacle, the likelihood of you making a sale is dramatically reduced. Voicemail strikes to the heart of the salesperson's job - their ability to talk to their customers. There is probably no new technology that has caused salespeople more frustration than this. In this interactive seminar, Dave will convey some strategies, principles and techniques for both short-term tactical 'how-to's' as well as longer-term strategies for overcoming this obstacle. As a result of this seminar, you'll learn:
- A powerful, fundamental strategy to follow.
- The two distinctly different situations to plan for.
- Three strategies to accommodate the power of voicemail.
- Five ways to more effectively implement a voicemail message.
- Ten specific tactics that increase the likelihood of receiving a return call.
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Concerned that your salespeople are not getting all the sales they should? Frustrated when customers buy from the competition for reasons that don't make sense? In this session your salespeople will understand the number one reason customers don't buy - it's not the price, it's the risk! In this motivational 60-minute seminar your people will learn...
- Fourteen specific tactics to mitigate the risk
- Four major strategies for successfully conquering risk
- How the perception of risk shapes the buying decision
- How to calculate the degree of risk your customer feels
- Three easy actions steps to implement the power of reducing the risk.
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The fundamental strategy for effective time management for salespeople is to spend more time doing those things that are most important. Before a salesperson can do that, he/she must identify what those important things are. That's where goal-setting comes in. This powerful and practical seminar will teach participants how to write goals for their personal life as well as for their sales performance. They'll learn how to take this first critical step to effective time management. In this motivational 60-minute seminar your people will learn....
- Two ways to set sales goals
- A goal-setting process for every area of your life
- Four ways goals enhance effective time management
- To focus your time and energy in order to multiply your results
- To identify the four major obstacles to effective time management for sales people.
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In this motivational 60-minute seminar your people will learn how to....
- distinguish between being effective and being efficient
- determine which customers to demote and who to invest in
- make hard-headed business decisions about where to invest their time
- classify all your customers according to a unique new formula for potential.
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Sales superstars have a number of things in common, but personality is not one of them! Nor is it their natural born ability. The true secret to sales superstardom is the ability to focus on certain basic behaviors, and to execute them better than the un-focused competitor. Since these behaviors can be learned, they can apply to anyone with the desire to listen and learn the secrets. After a lifetime of learning and teaching, I know I can help anyone grow into sales superstardom.
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Of all professions, salespeople are unique in that they can choose how to spend their time every day. In order to make good decisions, they need to be motivated to make the best use of every minute. Working from the premise that it is the individual salesperson's responsibility to motivate himself/herself, Dave Kahle explores the sensitive and important part of a salesperson's challenge. In this program, Dave unveils the four keys to personal motivation, and provides specific and practical practices and tools to help each person light a fire in their psyches. Tune in to this seminar to become equipped to take your performance to higher levels via sustainable self motivation.
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The tools of the Information Age create a mixed blessing of options that fight for customer time and attention. They are making casual, un-focused sales calls less and less effective. This is why I have developed a unique targeted format for keeping sales calls focused on a value-added agenda designed to return the most value to all parties involved. This seminar session will reveal a user-friendly way of preparing for more effective sales calls day after day. You will learn to target for specific objectives and how to attain them. You will also learn how to make adjustments for individual circumstances and learn from the process.
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Even the most experienced salesperson can get sweaty hands and a thumping heart when it comes to dealing with a customer's objections. It's the riskiest part of the sales process, the moment that many salespeople fear the most. Many salespeople never adequately deal with a customer's objections, preferring to ignore the subject altogether. Others fall back on the highly manipulative tactics that are often advocated. The result? Missed opportunities, lost sales, frustrated salespeople and discouraged sales managers. In this seminar Dave will focus on how to prepare for objections - the strategies and templates that will help you become so comfortable and confident that you'll look forward to your customer's next objection. Learn how to effectively deal with objections with easy-to-use, easy-to-understand principles, processes and tools. You'll learn:
- three basic ways to respond to objections - including one that you've never thought of.
- a system for you to prepare for any objection to anything.
- a template to help organize your thoughts.
- three most powerful ways to convert a customer to your thinking.
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Even the most experienced salesperson can get sweaty hands and a thumping heart when it comes to dealing with a customer's objections. It's the riskiest part of the sales process, the moment that many salespeople fear the most. Many salespeople never adequately deal with a customer's objections, preferring to ignore the subject all together. Others fall back on the highly manipulative tactics that are often advocated. The result? Missed opportunities, lost sales, frustrated salespeople and discouraged sales managers. This seminar will focus on tactics - the face-to-face principles, how-to processes and tools that allow you to comfortably and confidently field any objection. Dave will show you how to effectively deal with objections with easy-to-use, easy-to-understand principles, processes and tools. You'll learn:
- three basic ways to respond to objections - including one that you've never thought of.
- A three-step system to making everyone comfortable and open to your thoughts.
- How to take the tension out of the situation.
- The two words you should never use.
- 16 specific tactics to help you deal with any objection.
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When agendas clash... And a sale hangs in the balance... The art of negotiation can save the day! The common definition of negotiation is "win-win". It is where both sides agree to meet somewhere in the middle of a difference. The result is greater than the victory of the moment. Negotiation also sows the seeds of trust, understanding and long term relationships. In other words, negotiation is the salesman's secret weapon. It is more important today than ever before, yet the basic skills remain a mystery to most. As a result many sales are lost and opportunities are squandered. In this session, we will take another step towards sales mastery by examining the basics of negotiation as they apply directly to sales.
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I know your seasoned sales managers have suffered through this scenario before. Your salesperson is moving relentlessly along on their carefully prepared presentation, completely blind to hints, suggestions and opportunities being tossed out both verbally and non-verbally by the prospect. This is where the master salesperson has the sensitivity to pick up on these opportunities... to change direction if necessary, and accomplish more than anticipated. This session will focus on the basic principles and simple tools you can use to uncover - discover and generally make the most of these new opportunities. Unexpected windows of opportunity can open at any time, will your salespeople be prepared to deal with them? The salesperson with vision will use them to their advantage.
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Eventually, every sales strategy comes down to one person delivering your message. Will they be prepared to succeed? The Boy Scouts may have originated the motto of "Be Prepared", but your sales team lives or dies by it. A sales presentation cannot be scripted. It seldom follows a predictable path. Daily shifts in business needs and variations in human nature make every presentation a walk on the wire without a net. The salesman who makes it all the way to the sale is the one with the best presentation. This includes much more than just product knowledge, and in this session we cover the full spectrum of what it takes to succeed.
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Tactics to executing the game plan. Tactics are the tools you use to reach your goal. Be sure your players know the right and wrong ways to carry the ball. Strategies and goals tend to be general: "win the account... close the sale..." These strategies seldom change, but the tactics used to achieve success must be flexible enough to avoid obstacles and objections. Once your team goes face to face at the point of sale, they need a full range of tactics to assure success. This is why the sales master can beat the one-dimensional sales pitch guy every time. In this program I'll teach the tactics and strategies your sales force needs to master the art of powerful presentations.
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Commodity clone or sales consultant? Is your market becoming a lineup of faceless vendors where commodity thinking clouds the customer's mind and low price usually wins? Let Dave help you break through that status quo quagmire and stand apart as the most qualified person with which to do business. Customers more and more view all suppliers as being alike. It's difficult to stand out in the customer's mind. As a result, you are viewed as a commodity, and often overlooked when it comes time to make a decision. In this seminar, we'll articulate proven strategies and tactics to differentiate yourself from competitive salespeople, to carve out a special niche in the customer's mind, gain strategies and tricks to set you apart as someone special, and the one worth doing business with.
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We've all sensed a subtle shift in the market. Corporate downsizing and reduced sales volumes have stimulated aggressive discounting on the part of your competitors. Globalization and outsourcing have brought ever cheaper goods into the market. For many salespeople, price has become a greater issue than ever before. There are strategies, processes and tactics that can be employed effectively to deal successfully with the pressures of price competition. In this seminar, Dave Kahle discusses how to effectively sell within a price sensitive market. You'll learn:
- The single biggest issue that influences your customer's buying decision.
- How to prevent the loss of existing business to a lower priced competitor.
- How to uncover the other important issues to your customers.
- How to more favorably position your offer.
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The number one complaint we hear from sales executives is this: "My salespeople don't develop nearly enough new customers." The biggest reason for this is that few salespeople are systematic about acquiring new customers. They aren't sure how to go about it. So, most avoid it as much as possible, choosing to stay within their comfort zones of established customers. In this 60 minute seminar Dave details his Kahle Way® system for acquiring new customers. You'll learn a methodical, systematic process that will empower your sales force to consistently bring new customers into the fold. You'll learn the seven key practices to successfully acquiring new customers - a six step process and one internal practice to take your performance to a higher level.
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Two sales people call on the same customer. One is escorted back to see the key decision maker, while another is locked out by the receptionist. Or, one is provided with the real crux of what the customer wants and asked to make a creative proposal, while the other is asked to just send a price. It happens all the time. Maybe to you and to your salespeople. What is that mysterious quality that makes one salesperson appear to be a professional consultant, respected for his/her value, while another is treated like a "peddler?" Positioning yourself with value addresses this critical and sophisticated aspect of the salesperson's job. In this 60 minute seminar you'll learn what it is that makes one salesperson appear more competent and confident than another. And you'll learn specific things you can do to improve you position in the customer's eyes.
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What does it mean to be ethical? What is integrity and how does it apply to salespeople? What are some of the ethical situations which a professional salesperson finds himself/herself in? And what are some guidelines that can direct a salesperson committed to maintaining a reputation for ethical behavior? The answers to these questions form the basis for this program. Learn the Ten Commandments for the Ethical Salesperson, what integrity really means, why it is such a powerful character trait to nurture, and a set of guidelines to structure sales behavior. Then, use the interactive portion of the seminar to ask questions and to propose your own ethical dilemmas for discussion. Add this dimension to your sales force and watch your customers react positively.
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Time is the precious commodity of our age. Very few salespeople have extra time. Most are hard pressed to do everything they need to do each day. Yet, most salespeople routinely squander their most valuable asset - their time - in a number of ways. In this program, sales time management expert Dave Kahle uncovers several of the most common time wasting practices and describes specific strategies to eliminate these detriments to productivity. Tune in to identify the four "thieves" -- practices that rob salespeople of more productive time than anything else. Then, learn the specific and practical techniques you can use to gain back valuable selling time. If you or your salespeople struggle with making good use of your time, this is the program for you.
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Every salesperson talks about "closing the sale." The best salespeople understand that before you can close the sale, you must open it. Most of your competitors are able to meet the prospect's technical needs. The sale often goes to the supplier who takes the time to understand the personal and situational aspects of the buying dynamics of the customer. Closing is a science, and it can be learned. It just requires some study and preparation. In this 60-minute seminar your people will learn....
- how to read buying signs.
- how to earn the right to close.
- how to move projects along more quickly.
- how to see closing in a unique new light.
- how to thoroughly prepare for every closing situation.
- exactly when to close most effectively.
- a three-step process to use in every sales situation.
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"Ready, Shoot, Aim." That little expression, when applied to salespeople, would be funnier if it weren't so indicative of the way many salespeople go about their jobs. Salespeople are, by nature, oriented towards being active. "Let's just do it!" is the typical marching order. And a few years ago, that approach was OK. However, in today's difficult economy, when sales are more difficult and customers more pressed for time, the effective, professional salesperson must be thoughtful about where he/she invests prime selling time. In this 60 minute, intensive session, sales guru Dave Kahle shares planning principles, strategies, processes and tools that propelled him to the status of number one salesperson in the country for two different companies in two distinct industries. Utilizing key questions and simple forms, you'll analyze, prioritize and plan, far more effectively than ever. As a result, you'll:
- understand a process for creating powerful strategic plans.
- become more adept at managing your sales time.
- culture a greater respect from your customers.
- achieve more in less time.
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Wouldn't it be great if every customer was reasonable, easy to approach, and thought like we do? We could sell everyone. Wishful thinking. Many of our customers are difficult. Sometimes they even become angry and upset. That's when our skill and character are really tested. And yet, those difficult customers often hold the keys to better-than-average sales and profits. Untrained salespeople are stopped by the difficult customer, and revert to limiting themselves to calling on people they like. True professionals adeptly work with any personality. They have an effective strategy and a set of important skills that sets them above the rest. In today's difficult economy, no salesperson can afford to ignore a portion of the market because those customers are too challenging. In this 60 minute session, we'll dissect the issue of difficult customers, and provide you with strategies to deal with people that rub you the wrong way. We'll equip you with specific tactics you can use to effectively sell to anyone. And, we'll provide a simple process for responding effectively to the angry and upset customer. As a result, you'll:
- gain more confidence in your abilities.
- look forward to the challenge of difficult customers.
- sell to people who before wouldn't think of buying from you.
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The pendulum is swinging back, and the economy is moving into a phase in which many salespeople have no experience - regular and significant price increases. Many salespeople have no frame of reference for communicating price increases and managing the customer through that process. As a result, sales are lost, margin dollars are left on the table, and salespeople feel tentative and intimidated. Gain confidence and learn how to handle this delicate issue with skill. Tune in to let Dave take you through the principles and strategies for passing along price increases. Learn seven strategies for effectively communicating price increases. Protect your investment in your company's greatest assets - it's sales force! Your salespeople need to be inspired and challenged. They need to know that you value them enough to invest in their development. This seminar will teach your salespeople sure-fire sales strategies that work, they'll learn how to handle any customer objection!
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"Lose a little on each sale, but make it up on volume." That's not so far from the idea that many salespeople have of their pricing philosophy. Unfortunately, in many industries the excess margin that allowed for the unrestrained price cutting has already been wrung out of the system. Maintaining and/or increasing the gross margin, is in many businesses, a strategic necessity. Salespeople and sales managers can dramatically impact the gross margin by their actions and their attitudes. In this seminar, Dave reveals seven specific practices for sales staff to follow to increase their company's margins. Implement these practices and you'll pay for this seminar in one day!
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Every salesperson I know could, if they wanted to, spend 12 to 20 hours a week studying computer screens, responding to email, and surfing the internet. In today's world, the sheer quantity of information threatens every salesperson. If they don't get organized to manage information, they'll find themselves being rendered ineffective. Managing information means developing and adhering to systems to defend against the temptation to spend too much time with information, while at the same time, insuring that you are collecting the useful information. In this program, Dave describes both systems, and provides practical ideas to help salespeople get organized to manage information effectively.
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"Our price is too high!" How many times have you heard that? It's a constant refrain from concerned salespeople. While it may be true on some occasions, the fact remains that the attitude and behavior of the sales force often prompts that response from the customer. There are a number of sales attitudes and practices that can prevent this objection and help to increase gross profits. In this session, Dave Kahle will detail a series of practices and processes that can make a difference in the behavior of your salespeople. Your staff will learn....
- the number one secret for selling value, not price
- ten aspects of your offer that customers consider, but salespeople rarely acknowledge.
- a four-step process for selling value.
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