Dave Kahle: Sales Trainer and Consultant Dave's most recent article. http://www.davekahle.com/index.html http://blogs.law.harvard.edu/tech/rss Thu, 11 Aug 2011 13:00:38 -0400 Thu, 11 Aug 2011 12:59:57 -0400 FeedForAll v2.0 (2.0.2.9) http://www.feedforall.com Best Practice #47: Understands, and is guided by, an effective sales process. All too often, sales people are directed by the urgencies of the moment: A lead pops up, a customer calls with a problem, or some paperwork to which you need to attend. They find themselves busily pursuing an agenda created by other people. They are busy, but too often with the wrong things. http://www.davekahle.com/salesblog/index.php/category/best-practices-for-salespeople/ 7D38F371-DB0D-4BCF-8771-64073FB9B6C6 Thu, 11 Aug 2011 12:59:57 -0400 Nine Tips for Dealing with Angry and Difficult Customers No one looks forward to an encounter with an angry or difficult customer. Most of us can’t help but feel emotionally impacted by an upset customer. An ugly incident can ruin our entire day. http://www.davekahle.com/salesblog/index.php/category/business-to-business-sales/ 80E5874D-BAE8-4C0E-A4EE-8758D1B2A550 Thu, 4 Aug 2011 09:58:23 -0400 Q. You’ve said on several occasions that the most important part of my job is interacting with the customers. How important is it to spend time with the customers out of the office, and what percentage of time should I spend doing it? A. So many of these answers begin with the phrase “it depends.” This is another one of them. The amount of time and money you spend entertaining customers, or spending time with them outside of the office, depends on the value of the account. The larger the annual dollar potential, the more time you should seek to spend with the customer on a personal level. http://www.davekahle.com/salesblog/index.php/category/sales-strategies-techniques/ 5A98002B-6B56-4F65-BF33-17B427033589 Thu, 28 Jul 2011 08:30:54 -0400 BP #45: Listens constructively. A study of the behavioral characteristics of the best sales people was published a few years ago. One of the not-so-surprising conclusions was this: The best sales people “listen more constructively” than their more average counterparts. http://www.davekahle.com/salesblog/index.php/category/best-practices-for-salespeople/ 2247D68F-3A35-492A-BC0A-01E73693F61E Thu, 21 Jul 2011 10:28:26 -0400 The Three Biggest Mistakes in Sales Presentations The sales presentation is the ultimate purpose of every sales process, of every sales call, and of every sales system. The job of the sales person revolves around the point in time when he offers the customer something to buy. http://www.davekahle.com/salesblog/index.php/category/business-to-business-sales/ B166D7EB-1841-4223-B1C3-A8DEABC4F6DB Tue, 12 Jul 2011 09:58:31 -0400