The Topics Available...

#36 Achieve Instant Rapport with Anyone
What makes the best sales people better than their colleagues?

One answer – the ability to consistently create rapport with every customer. It’s not magic. There are best practices that anyone can implement to gain mastery of this crucial skill. In this one hour program, Dave will share:

• Four reasons why rapport is so important to the sales process.
• The fundamental key to achieving rapport with anyone.
• Eight specific best practices to use to achieve instant rapport.
• A six step process to use to become a master at creating rapport.

Available exclusively on The Sales Resource Center for delivery over the internet

#29 Basics of Negotiations for Sales People
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 sales person'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.

Available exclusively on The Sales Resource Center for delivery over the internet

#2 Building Positive Business Relationships - Part 1 (How Good Are Your Customer Relationships?)
This program will help sales people 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.

Available exclusively on The Sales Resource Center for delivery over the internet

#3 Building Positive Business Relationships - Part 2 (Deepening and broadening your customer relationships.)
This seminar will help sales people 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.

Available exclusively on The Sales Resource Center for delivery over the internet

#19 Characteristics of Superstar Sales People
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.

Available exclusively on The Sales Resource Center for delivery over the internet

#31 Consultative Selling:  Understanding the Customer's Gap

It’s all of these:

• the heart of the salesperson’s job,
• the one practice in which the superstars distinguish themselves from the also-rans,
• the one thing without which the salesperson becomes just an order taker or price cutter.

In this seminar, Dave will help you…

• understand the four levels of a customer’s gap
• see the relationship between the gap and everything else a salesperson and customer do
• become equipped with three techniques to more clearly understand every customer’s gap.

Available exclusively on The Sales Resource Center for delivery over the internet

#20 Conquering the Number One Buying Obstacle: Reducing the Risk
Concerned that your sales people 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 sales people 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.

Available exclusively on The Sales Resource Center for delivery over the internet
Purchase CD $34

#32 Developing New Customers
The number one complaint we hear from sales executives is this: "My sales people don't develop nearly enough new customers." The biggest reason for this is that few sales people 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's 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.

Available exclusively on The Sales Resource Center for delivery over the internet

#14 Differentiating Yourself from the Competition
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 sales people, 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.

Available exclusively on The Sales Resource Center for delivery over the internet
Purchase CD $34

#34 Ethics for the Professional Sales Person
What does it mean to be ethical? What is integrity and how does it apply to sales people? What are some of the ethical situations which a professional sales person finds himself/herself in? And what are some guidelines that can direct a sales person 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 Sales  Person, 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.

Available exclusively on The Sales Resource Center for delivery over the internet

#43 Get Organized! Managing Information Before it Manages You
Every sales person 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 sales person. 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 sales people get organized to manage information effectively.

#9 Handling Objections - Part 1: Planning & Preparing Strategies
Even the most experienced sales person 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 sales people fear the most. Many sales people 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 sales people 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.

Available exclusively on The Sales Resource Center for delivery over the internet

#10 Handling Objections - Part 2: Face-to-Face Tactics
Even the most experienced sales person 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 sales people fear the most. Many sales people 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 sales people 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.

Available exclusively on The Sales Resource Center for delivery over the internet

#23 Handling the Price Objection
It happens to all sales people...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.

Available exclusively on The Sales Resource Center for delivery over the internet

#41 How to Deal with the Competition Like a Pro
“It would be a great job if it weren’t for the competition.”

Alas, there always is competition. Most sales people have never been trained in the specific attitudes and tactics that mark the professional approach to dealing with the competition. As a result, they default to what feels right in the individual situation, costing their company business, and too often costing the salesperson the good will of the customer.

In this program, Dave describes several principles of professionally dealing with the competition, and then articulates four specific tactics used by the most professional sales people.

Your sales people will be educated, inspired and motivated by this pertinent seminar.

#37 How to Master Key Account Selling
It's one thing to sell small items to a lot of people. It's quite another to penetrate a large, key account. The complexities of sophisticated organization and politics are beyond the scope of many sales people. As a result, many accomplished sales people never grasp the intricacies of effectively penetrating key accounts. That means that many of your highest potential, most profitable accounts are never fully penetrated. Your sales and profits lag behind what they could be.

In this session, Dave lays out the basic principles, strategies, practices and tools that will help every sales person more effectively gain market share in key accounts.

Available exclusively on The Sales Resource Center for delivery over the internet

#12 How to Protect Your Good Accounts From the Competition
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 sales people 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.

Available exclusively on The Sales Resource Center for delivery over the internet
Purchase on CD $34

#18 How to Sell Value, Not Price
"Our price is too high!" How many times have you heard that? It's a constant refrain from concerned sales people. 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 sales people. Your staff will learn....

• the number one secret for selling value, not price
• ten aspects of your offer that customers consider, but sales people rarely acknowledge.
• a four-step process for selling value.

Available exclusively on The Sales Resource Center for delivery over the internet
Purchase CD $34

#15 How to Skillfully Handle Difficult Customers
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 sales people 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 sales person 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.

Available exclusively on The Sales Resource Center for delivery over the internet
Purchase CD $34

#11 Managing the Impenetrable Account
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 sales people 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

Available exclusively on The Sales Resource Center for delivery over the internet

#38 Mastering the Creative Cold Call
In this session, Dave provides a step-by-step process for creating new customers through cold calls, and provides several insights into how to do each step more effectively and creatively than ever before.

As a result of this seminar, you'll become more confident in your cold-call abilities and far better prepared to make effective cold calls.

Protect your investment in your company's greatest assets - it's sales force! Your sales people 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 sales people practical sales strategies that work.

#4 Mastering Your Most Powerful Sales Tool - 1
"Selling isn't telling." In fact, it's more often the opposite. Great sales people 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 sales people 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 sales person'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.

Available exclusively on The Sales Resource Center for delivery over the internet

#5 Mastering Your Most Powerful Sales Tool - 2
"Selling isn't telling." In fact, it's more often the opposite. Great sales people 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.

Available exclusively on The Sales Resource Center for delivery over the internet

#24 Motivating Yourself to Excel Every Day
Of all professions, sales people 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 sales person's responsibility to motivate himself/herself, Dave Kahle explores the sensitive and important part of a sales person'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.

Purchase CD for $34

#27 Overcoming Time Wasters for Salespeople
Time is the precious commodity of our age. Very few sales people have extra time. Most are hard pressed to do everything they need to do each day. Yet, most sales people 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 sales people 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 sales people struggle with making good use of your time, this is the program for you.

Available exclusively on The Sales Resource Center for delivery over the internet

#6 Persuasive Presentations - Part 1: Planning & Preparation
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 sales person 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.

Available exclusively on The Sales Resource Center for delivery over the internet

#7 Persuasive Presentations: Part 2: 10 Tips for Powerful, Persuasive Presentations
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.

#33 Positioning Yourself with Value
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 sales people. What is that mysterious quality that makes one sales person 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 sales person's job. In this 60 minute seminar you'll learn what it is that makes one sales person 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.

#42 Preventing the Price Issue
"Your price is too high!"

That oft-repeated phrase is every sales person's nightmare. We spend lots of time and energy complaining about this constant refrain from our customers. Yet, our actions, words and attitudes often encourage our customers to challenge our price. Our worst enemy could be ourselves!

In this program, Dave describes the most common actions, words and attitudes that prompt the customer to challenge our price. Then he offers substitutes that don't encourage the price objection.

This seminar will show you how to prevent the price objection. If price is an issue for you, you need to attend.

Available exclusively on The Sales Resource Center for delivery over the internet

#35 Protecting Your Business from Price Cutters
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 sales people, 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 will discuss how to effectively sell against price-cutting competition.

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 price competitor.
• How to uncover the other important issues to your customers.
• How to more favorably position your offer.
• Six successful tactics to employ.

#26 Sales Practices to Increase Margins
"Lose a little on each sale, but make it up on volume." That's not so far from the idea that many sales people 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. Sales people 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!

Available exclusively on The Sales Resource Center for delivery over the internet
Purchase CD $34

#17 Seven Strategies for Communicating Price Increases
The pendulum is swinging back, and the economy is moving into a phase in which many sales people have no experience - regular and significant price increases. Many sales people 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 sales people 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 sales people 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 sales people sure-fire sales strategies that work, they'll learn how to handle any customer objection!

Available exclusively on The Sales Resource Center for delivery over the internet
Purchase CD $34

#30 Sharpening Your Sales Vision: Focusing on Sales Opportunities
I know your seasoned sales managers have suffered through this scenario before. Your sales person 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 sales person 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 sales people be prepared to deal with them? The sales person with vision will use them to their advantage.

#8 Strategies for Closing the Sale
Every sales person talks about "closing the sale." The best sales people 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.

Available exclusively on The Sales Resource Center for delivery over the internet

#28 Strategic Planning for Sales People
"Ready, Shoot, Aim." That little expression, when applied to sales people, would be funnier if it weren't so indicative of the way many sales people go about their jobs. Sales people 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 sales person 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 sales person 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.

#16 Successfully Selling in a Price Sensitive Market
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 sales people, 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.

#39 Systematically Improving Yourself
The pace of change in our lives, our industries, our companies, and our jobs is increasing at an unprecedented pace. That means that, if we want to survive and succeed, we must learn to change ourselves in pace with the changes around us. And, if we want to excel, we must become systematic and focused about changing and improving.

The ultimate success skill for the 21st century is our ability to learn faster and better than our competitors.

In this high-content seminar, Dave shares a powerful system for continually and effectively improving yourself. Every sales person should understand and implement this powerful tool to master the greatest challenge they will face for the rest of their careers.
You’ll learn:

• Why systematically improving yourself is the ultimate success skill for the balance of your career.
• A six-step process to use to continually improve your results.

Available exclusively on The Sales Resource Center for delivery over the internet

#1 Target Laser Sharp Sales Calls - A New Way to Focus for Better Results
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.

#40 The Five Most Common Mistakes that Sales People Make
It is classic self-improvement wisdom – before you can make positive changes, you must identify the problems. Too often, sales people are like American Idol contestants in the early rounds – they don’t have a clue as to what they don’t do well, because no one has ever told them. As a result, they continue in the same unproductive ways and produce less than they could. In this sixty minute program, Dave Kahle shares his insights into the Five Most Common Mistakes Sales People Make, and provides specific action plans for how to overcome each. Every sales person is guilty of some, if not all, of these classic blunders. By identifying and fixing just one of them, every sales person can dramatically improve his results.

#21 Time Management: Getting Focused by Setting Goals
The fundamental strategy for effective time management for sales people is to spend more time doing those things that are most important. Before a sales person 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.

Available exclusively on The Sales Resource Center for delivery over the internet
Purchase CD $34

#22 Time Management: Making Hard-Headed Decisions About How to Invest Your Selling Time
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.

#13 Victory Over Voicemail
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 sales people 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 sales person's job - their ability to talk to their customers. There is probably no new technology that has caused sales people 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.

Available exclusively on The Sales Resource Center for delivery over the internet
Purchase CD $34