The world
inhabited by sales people has changed dramatically in the last decade.
Communication technologies like cell phones, PDA's, the Internet, and
CRM software systems have become ubiquitous. Product variations and
competitors have expanded in numbers. Customers have downsized,
consolidated and become more sophisticated and demanding. And, the
underlying pace of change has continued to speed up, making today's
latest innovation obsolete in just a few months.
The
bottom line is this -- it's more difficult to be an effective, productive professional
sales person today than ever before.
Yet most distributor sales people are woefully equipped to succeed in
this new, rapidly changing world. The vast majority of sales people have
never been trained in how to do their job effectively. For those who
have received some instruction, it typically has consisted of a generic
training seminar that did not address the specific challenges of
selling in our changing economic environment.
Your
sales force has probably never had any real professional education in
the best practices for the 21st Century distributor selling
environment.
A few years ago, a company could survive and even grow with sales people
who were self-taught. But the job of the sales person has become much
more difficult. Companies who continue with untrained sales people risk
being out manned by more professional competitors. Their customers
consider competitors, and their sales people are frustrated. That's a
combination that puts their business at risk.
In order for sales people to have a chance to succeed in the demanding
selling environment, they must be educated in a system that accounts
for the constantly changing realities of the 21st Century economy. In
order for companies to have a shot at surviving or prospering in the
next few years, they will need a more highly educated, more
professional and productive sales force.
The -- the key principles, strategies, processes and distributor sales
techniques they need to excel at selling in the 21st Century
environment.
"This
was the most intense, and the most extensive sales
training
program we
have ever conducted. The reception and participation of the 179 sales
people in the various sessions over the four weeks was excellent. I
have seen an excitement and change of mind-set that we have not
experienced from any other program...without a doubt, the most
beneficial investment our company has ever made in our future, its
profitability and in our people."
R.
L. Burdette, President, Nunn Electric Supply Corporation
Distributor
sales people are often overwhelmed with the number of tasks they must
sort out as well as the number of "solutions" and "ideas" available to
them to help them do their jobs. They often default to a reactive mind
set, get locked into "ruts," and only use a fraction of their
potential.
The specifically addresses this situation by focusing on the "key" issues.
Based on a deep understanding of the unique nature of selling in the
distribution environment, the system emphasizes those "best practices"
of effective sales people. These are the essential principles,
processes, attitudes and distributor sales tecniques that have been
proven to bring significant success. Thoroughly learn and implement the
keys, and everything else drives off of those behaviors.
The system focuses on instilling certain key competencies and
distributor sales practices which can then be focused on ever changing
circumstances. These competencies include:
-
Critical thinking.
Sales people are taught to apply key critical thinking skills to create
strategies and tactics to ensure that they are always working in the
most effective, most highly focused way.
-
Principles and processes.
By instilling an awareness of certain key principles as well as a
familiarity with key processes, sales people are equipped to deal with
an ever changing array of circumstances.
-
Key attitudes.
Sales people are taught the importance of certain key attitudes that
color all their behavior: Integrity, effectiveness, and customer
orientation are a few.
-
Key disciplines.
There are certain practices which need to be repeated with discipline.
These key disciplines keep the sales person focused on the most
important aspects of his/her job.
"This
is to thank you for helping I.D.A. to produce another winner in our
2002 Spring Workshop series titled "Taking Your Performance
Up-A-Notch". We had over 400 attendees in over 10 locations, and the
feedback was overwhelmingly positive. You have led this "road show" for
I.D.A. before, and your performance just keeps getting better!... An
I.D.A. member told me that he sent three veteran salesmen to one of the
Spring Workshops. They went, expecting that after over 30 years in the
business, there was nothing new they could learn. They came back
excited and inspired with new ideas to implement. What better
endorsement could there be for this program?"
Gary
L. Buffington, Executive Vice President, Industrial Distribution
Association
In the , sales people are taught to focus on
nine key behaviors, clustered into two categories, and to execute them
with ever-growing excellence.
Getting
Ready!
- Creating annual goals
and objectives
- Prioritizing accounts
to focus on the highest potential
- Creating key account
plans
- Creating a monthly plan
- Organizing
for optimal use of time
Getting
to It!
- Learning about the
customer
- Connecting with the
customer
- Presenting products
and programs
- Acquiring agreement for customer actions
"The
comments I received from attendees were amazing. Never have we sent a
group of people to any kind of seminar or training session and received
such an overwhelming positive feedback. Everyone appreciated the solid
"how to do it" session rather than a presentation of concepts. As one
of our people said, "he's not just giving us the meat and potatoes, but
also the fork to eat them with." The second part of the session for
managers was also excellent. Following up with the sales people is
critical to successfully implementing the things they learned from you.
Providing our managers with a set of tools will have a huge impact on
our long-term success. We look forward to working with you again to
introduce more of our sales people to the rock solid guidelines for
success you shared with us last week."
Tom
Berger, President, Fuchs Machinery
We can
customize the system to your unique selling environment, and
incorporate any existing forms, processes or CRM software.
Every participant will receive a three ring binder full of over 100
pages of resource material -- slides, exercises, worksheets, graphs,
formulas and articles designed to be a lifetime resource.
You can train your sales force in the in any of four different methods:
- A customized two & ½ day workshop at your facility. Contact us for pricing and availability
(800-331-1287), or Get a
Quote.
- Sending your
sales people to our semi-annual Sales
Academy.
- Becoming
licensed to do the training yourself utilizing our DVD's and "train the trainer"
System.
- An individual self-study program.
"Dave's
presentation style was remarkable in that he kept our experienced sales
force mentally engaged for the entire day. Every one of them has since
remarked about the things they learned. Dave opened our eyes to
different ways of looking at things, held our attention with topics
that impacted our day-to-day efforts, and even the options of some of
our more seasoned people by 180 degrees. It was an excellent seminar,
and time very well spent. We recommend him wholeheartedly."
Ed
Moss, Sales Manager, R.V. Evans Company
The Live Seminar...
In the live
sales seminars sales people
are taught the system in a blended-learning experience that provides
for differences in learning styles and situations.
They begin
with a two ½ day intense sales
workshop. We can bring this seminar to
your company, or you can attend one of our semi-annual public training
seminars. At this seminar, sales people are taught the basics of the
system in an interactive environment. They are expected to complete a
number of exercises which require them to apply the system's keys to
their own territory.
"The
two days literally flew by. Great content, superior speaking skills and
a very well thought out booklet for all to follow along."
Tom
Rosendahl, President, Dakota Supply Group
- Weekly inspiration and review: Every sales person is offered the
opportunity to receive a lifetime subscription to our sales Ezine, "Thinking
about Sales." That means that four times a month, the sales
person will receive some communication from Dave Kahle, expanding on
some aspect of sales which they can add to their repertoire.
- Follow up habit-building program: Our
unique follow up habit-building system includes a set of 16 emails
which we send to the sales managers to edit and send to the sales people
they supervise. Then, we provide sixteen 45 minute phone seminars,
coordinated with the emails. Each email and seminar focuses on one
aspect of the system, reviews the content, and makes a specific
assignment to work on that "best practice" for the next two or three
weeks. The sales manager sends the emails, and then talks with the
sales people about their success in implementing the assignments. The
sales people listen to the 45-minute seminar at their convenience, 24/7.
They work on implementing the assignment, and discuss their experience
with their sales managers in an outlined conference call. Two weeks
later, they receive another email from the sales manager, with a new
pin number to use for the next phone seminar.
- Optional follow up certification: For
those companies who desire documentation of the learning experience, we
offer a certification program. To be certified, sales people must have
attended the live program and the 16 phone seminars, pass an exam, and
have the endorsement of their managers.
"Thank
you, Dave. I have already seen tangible growth in sales and in
professionalism from our team. We are "far better today than we were
yesterday" as a result of your training."
Tom
Rosendahl, President, Dakota Supply Group
The DVD Training
System...
The DVD
System is best suited to those companies who need to regularly train
new sales people, and have the resources to present the training
themselves.
The DVD Training System provides you access to the personalized power
of my Kahle Way® Distributor Selling System in an
efficient and convenient 16-part, DVD-based program. This format allows
you to equip your trainers to train your own people, on your own time
schedule, at your own place of business.
The complete program consists of a Licensing Agreement for the use of
16 DVD sessions featuring Dave Kahle in action, and supported by a
complete package of Facilitator Guides, Exercise Work Sheets, Study
Assignments and Evaluations. It is the most complete training program
yet devised and the DVD component makes it the next best thing to a
live workshop or seminar.
When you
purchase the license, you receive a set of DVD's and permission to play
them an unlimited number of times. You also receive a facilitator's
guide to each of the sessions. These guides walk you through the
training session, with specific directions as to exactly what to do and
what to say. We have designed the guides to allow anyone, with
virtually no preparation, to lead a training session. No need to attend
a "train-the-trainer" seminar. The guides contain everything you need
to know.
Each training
session lasts approximately two hours, and consists of:
- An
accountability discussion of the assignment
- A
DVD presentation
- A
set of exercises.
- An
assignment to practice the skills taught.
In addition
to the DVD's and Facilitator's Guides, you also receive a three ring
binder for each participant. The Participant Guides contain slides for
each session, exercises, definitions of terms, and an assignment for
each session.
To order, call 1-800-331-1287.
The Individual Self-Study Version
Only have a few sales people and don’t want to wait for the public seminar? Or, have you just hired a new sales person? This is the version for you.
It contains the same powerful, proven material, organized into 16 self-directed lessons. Each lesson begins with a study guide to lead the sales person through the material, progresses to an audio lesson on CD, and requires application of the material with specific exercises and assignments.
It is so easy. All you do is hand the two binders to the sales person, and check on his progress from time to time.
The Kahle Way ® Distributor Selling System
Individual Self-Study Version
Two three ring binders, 16 lessons on CD
$500.00
 |
For those
companies who desire documentation of the learning experience, we offer
a certification program. To be certified, sales people must have
attended the 16 training sessions, pass an exam, and have the
endorsement of their managers. In order for sales people to have a
chance to succeed in this demanding selling environment, they must be
educated in a system that accounts for the constantly changing
realities of our 21st Century economy. Your best shot at prosperity -
and survival - could depend on the level of education and the
professionalism of your sales force.
To contact us
to discuss your situation, please click here or Get
a Quote.
"I
wanted you to know how much we appreciated your recent presentation to
our sales force. The seminar was excellent! You really kept everyone
engaged with you throughout the entire seminar, even some of our very
experienced reps. Everyone gained practical ideas that they can
implement immediately, and felt that you really understand our industry
and know sales. Frankly, you were the best presenter we have ever had!"
Jonathan
Mize, Sr. Vice President - Sales & Marketing Blish-Mize
-
This is a low-cost training solution for
any new hires or seasoned pros who want to learn how to increase sales.
-
Dave is one of the country's leading
authorities in the distribution industry; that means that the program
is specific to the distributor sales process.
-
The program consists of two full days of
intensive training based on practical, real-life training examples.
Participants gain hands-on experience testing the new tactics in a safe
environment.
-
Dave is a motivating and proven industry
speaker and trainer who has presented to over 100 associations, has
helped hundreds of companies increase their sales and has literally
helped develop the skills of thousands of sales people.
-
Dave has over 200 letters of
recommendation from clients who have benefited from Dave's training or
consulting services. Click here to read what people are
saying about
Dave's programs.
-
The program is packed with proven,
effective selling tactics and strategies. That means that participants
will get take-home value that they can use immediately to see increased
results.
"I
hired Dave Kahle to do a seminar for our thirty-five sales people. I
asked Dave to help us be more focused and prepared, and to better
overcome objections and close deals. When I completed Dave’s post
seminar evaluation, I was pleased to rate him at the highest levels for
most areas of his presentation. One of the best things we gained was
the ability to be better prepared and the ability to ask pertinent
questions. Other managers and I found that specific advice helpful as
we moderated customer breakout sessions at a recent business
conference. One of the biggest assets Dave Kahle brought to our sales
team was the fact that he is "one of us". He understands what we go
through every day as distributor sales people, and he addressed those
issues. If I were to summarize his presentation in five words, it would
be that Dave was "well prepared, concise, and relevant" - just what I
want our people to be to our customers. I recommended Dave to our
senior sales and product management and I would recommend him for any
sales training or sales management needs. I think he can bring creative
insights to any strategic business situation, and be especially helpful
for distributors."
Scott
Wyatt, Field Sales Manager, Huttig Building Products
- How to
focus your energy by creating motivating and
challenging sales goals for yourself.
- How to
stay concentrated on the most effective
application of your time.
- The
essential things to learn about every account.
- How to
calculate the real potential in an account.
- How to
focus your time on those accounts that will
bring you the best return.
- How to
create a monthly plan that keeps you focused on
the most effective application of your time.
- How to
create plans to penetrate your key accounts.
- How to
organize your sales territory to maximize your
productivity.
- How to
organize your file system to stay in control of
your information.
- The four
essential objectives for every sales call.
- A unique
format for how to plan and prepare for every
sales call.
- The often
over-looked key to understanding business
relationships.
- The three
components to a positive business relationship.
- How to
analyze and assess your relationships with every
key person in your territory.
- How to
methodically improve your relationships -
regardless of the personality of the customer.
- How to
assess a customer’s personality style quickly
and accurately.
- How to
adjust your style to reflect the customer’s.
- How to
successful deal with any kind of customer.
- How to
understand your customer in a deeper way than
any of your competitors.
- How to
prepare powerful questions for any selling
situation.
- The
single most powerful rule for understanding your
customers.
- Three
question-asking strategies that will equip you
to confidently handle any situation.
- How to
stimulate a customer to share deep and important
information with you.
- How to
organize a presentation of any product, program
or service.
- Ten
powerful tactics that will allow you to
persuasively present any product.
- The one
tactic that will make your proposals stand out
from your competitors.
- Five
powerful rules for closing the sale - while you
protect the relationship.
- Four
comfortable closes.
- A format
for preparing for any sales objection.
- Three
simple steps to dramatically improve your
ability to handle objections.
- How to deal with
the price objection.
"Dave
Kahle's presentation was excellent. It was very well prepared, easy to
grasp, addressed the needs I had expressed to him in advance, and kept
everyone involved. I wouldn't change anything. On his evaluation, I
rated Dave highest in virtually every category. His coaching style
allowed each of our sales people to develop their own effective
questions for clients instead of simply repeating his suggested
questions. Probably the most valuable aspect of Dave's visit with us
was the clear and strong insight into the importance of planning for
the best use of out time and how that relates to sales success. I would
hire Dave Kahle again and I would strongly recommend him to any sales
training."
Tony Fidler, Sales Manager Superior Implement Supply Company
"Thank
you for an excellent presentation at out National Sales Meeting. I have
read a couple of your books and subscribe to your newsletter so I had
high expectations for the presentation. You exceeded my expectations;
your presentation was on point and very timely for what our 50 sales
reps needed to hear. I had many positive comments from our sales force
regarding both the content of your presentation and the high energy
interactive presentation style. In the weeks since the presentation I
have had several sales reps credit the information you presented when
sharing success stories with me. We have used your presentation as a
platform to build in 2004 as we ask our reps to be much more proactive
about planning how they need to spend their valuable sales time. I know
that this will have a positive impact on our business in the future. We
look forward to bringing you back to a future National Sales Meeting."
Dave Bartholomew, Vice President Sales & Marketing Lancaster
"We
convened in June 2004 for a two day sales ‘Boot Camp’ featuring the
Kahle Way Distributor Sales System®. Bringing in 50 of our own sales
reps and managers. Plus twenty of our key supplier personnel during our
busiest season, was a big move and investment for us. I can now say
that is was not only a big move, it was the BEST move. Well worth the
time and money invested. I have had overwhelming feedback from those
attending. The training provided a focused professional means to
methodically and successfully approach the sales and sales management
functions. All agreed that "if you do this stuff it will work". Analyze
Potential > Categorize > Plan > Report! The two
days literally flew by. Great content, superior speaking skills and a
very well thought out booklet for all to follow along. The booklet
included a customized cover, copies of all the power points all of the
exercises that were used and plenty of room for notes. Thank you, Dave.
I have already seen tangible growth in sales and in professionalism
from our team. We are "far better today then we were yesterday" as a
result of your training."
Tom Rosendahl Dakota Supply Group, Inc.
"When we
returned, I instituted the monthly sales goal and reviews (four sales
goals, one personnel goal.) It has been hugely successful. I had one
new guy who was struggling. With this direction of his efforts, he has
more then doubled his sales. The other guys have seen nice
improvements... Your sales training and strategy have been an important
part of the success of our company."
David E. Hostetter, Director of Sales & Marketing Keystone Building Products, Inc.
The
distributor sales person's bible.
Detailed, street smart strategies designed to empower your sales people
with the skills they need to be successful in the Information Age. The
most popular sales book for distributors ever written.
Buy
it now or click
here for more information.
|
|
|
