Looking for proven, cost-effective sales training programs you can use
to train and develop your sales force?
- You want to establish a common system in which to train all of your salespeople.
- You aren’t able to economically bring all of your salespeople together for a live training seminar.
- You like the flexibility of facilitating your own training, on your location, on your schedule.
Every sales training program offers practical, how-to instruction that can be easily implemented to make an immediate impact on your performance. All our resources were designed to bring you measurable results by making specific changes in the behaviors of the participants.
Dave understands how people learn. He has a master's degree in education and has trained literally thousands of salespeople during his career. He is an internationally known consultant, trainer and speaker that has spoken in 43 states and seven countries. Dave has published well over 500 articles, and writes a weekly Ezine for salespeople and sales managers (Thinking About Sales) . In addition, he has authored six books and numerous multi-media programs.
Real life experience... Dave has been the number one salesperson in the country for two different companies in two different industries so Dave really understands the sales process from beginning to end. He knows how to excel at B2B sales.
In addition to our custom-designed sales training programs, our public seminars, and our monthly phone seminars, you can choose from a variety of do-it-yourself training resources, organized into two categories. Our Self-Directed sales training programs are primarily designed to be used by an individual. Some also include leader’s guides to allow a manager or trainer to use the materials to conduct a small group discussion. Our Small-Group programs are crafted for a group of three to fifteen and contain Facilitator’s Guides to enable anyone to conduct a training session using these materials.
These powerful materials are designed to be used by individuals and small groups to stimulate and direct personal development.
Question Your Way To Sales Success
A good question is the salesperson’s single most powerful selling tool, one that can be powerfully used in every stage of the sales process, from making appointments to closing the sale. Yet most salespeople are ill-equipped to use this powerful tool effectively.
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First Steps to Success in Outside Sales
Provides specific how-to instruction for a new salesperson. Designed to coach him through the first six months of his new job.
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Dave’s classic book for wholesale distributor salespeople. The best selling book for wholesale distributors ever published. This is the third edition, exclusively available from the National Association of Wholesaler-Distributors.
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Take Your Sales Performance Up A Notch
Based on the concept of "critical thinking," this powerful book provides salespeople with a comprehensive system for using just the right thought-strategy for each circumstance.
Printed Version - $25
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Available as a PDF Ebook for only $16.95 Buy it now! Learn More
Ten Secrets of Time Management for Salespeople
Ten specific concepts and practices to overcome the greatest challenge facing B2B salespeople today. Buy it now! Learn More
Transforming Your Sales Force for the 21st Century
For distribution company CEOs and sales managers. How to transform your sales force into the effective strategic asset it should be.
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Insights and Answers for Distributor Salespeople
Real life solutions to help distributor salespeople survive and thrive in a changing economic environment. Buy it now! Learn More
Top Dog Sales Secrets
50 top sales experts show you proven ways to book more sales. Buy It Now! Learn More
Provides 21 strategies for turning stumbling blocks into stepping stones. Available as an Ebook for only $9.99. Learn more Buy it now
Sales 101
Introduction to the job of the professional salesperson. This two-hour course describes the basic sales processes and competencies necessary for success in B2B sales. Interactive with optional application exercises, it concludes with a comprehensive final exam. Learn More
Exam for Certification, Level 1 (First Steps to Success in Outside Sales) $ 65.00. Learn More
Exam for Distributor Certification, Level II $ 75.00. Learn More
Exam for B2B Certification, Level II. $ 75.00. Learn More
Our premier training program for distributor sales people, available in an individual, self-study version.
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If distributor salespeople are going to be effective in the 21st Century, they need to master the disciplines taught in this program. Use this premium program to teach them the skills to give them a competitive edge. Learn more Buy it now! (only $139.50)
Use this step-by-step training guide in conjunction with the CD program above to facilitate your own training sessions. Extremely easy to use. Learn more Buy it now! (only $65)
Our premier training program for B2B sales people, available in an individual, self-study version.
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Menta-Morphosis® Self-Directed Learning Kit
The ultimate success skill in the rapidly changing, turbulent environment of the Information Age is that of rapidly and positively changing yourself. This kit shows you how to take charge of your own learning and spur yourself on to dramatic personal and professional growth.
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First Steps to Success in Outside Sales
How do you train new salespeople? It's all about to change. Dave Kahle's new training kit, First Steps to Success in Outside Sales will: reduce the time you spend with new salespeople, make them effective in half the time, help them establish good habits before they have a change to develop bad ones Learn more.. Buy it Now!
The main reason salespeople are hesitant to make prospecting calls is that they have never been trained in a system to do so. The Blitz Sales Call teaches a system for fear-free, effective prospecting. Learn more
Handling Objections
A self-programmed, concentrated course to help you, as the salesperson, work through and gain mastery of Handling Objections.
Available in a PDF Ebook format for only $6.99. Learn more. Buy it now.
Available in printed format for only $14.50. Learn more. Buy it now.
Sales & Marketing Executives International Professional Certifications®
Learn how to earn the certification to become:
SME Certified Sales Professional®
SME Certified Sales Professional - Distributor Emphasis®
SME Certified Sales Executive®
This self-study manual provides you with a working understanding of a system for self improvement. You’ll be equipped for a lifetime of effective self-directed growth. Available in a PDF Ebook format for only $6.99. Learn more Buy it now
Available in printed format for only $14.50 Learn more Buy it now
These programs are delivered via the telephone and an 800 number. Designed to be the ultimate in convenience, a salesperson can listen with a cell phone, anytime 24/7.The “Best Of Dave Kahle” Series of Recorded Seminars
Each of these is a recording of one of Dave’s most highly rated monthly TGIF & K phone seminars. Each is one-hour long, comes with an 8 – 15 page handout, and focuses on some specific aspect of the salesperson’s challenge. A great way to provide a dose of education, inspiration and motivation in an economical, easy-to-use way. For a complete listing, click here.
Time Management Strategies for Salespeople – Part 1: Setting Goals
The starting point for good time management is to know what you want to accomplish. That means setting goals. Contains one one-hour recording on CD, and a printed handout. Learn More Buy It Now!
Time Management Strategies for Salespeople – Part 2: Three Strategies
Discusses some of the most powerful time management strategies for salespeople. Contains one one-hour recording on CD, and a printed handout. Learn More Buy It Now!
Time Management Strategies for Salespeople – Part 3: Hard-Headed Business Decisions
It’s all about making good decisions about the investment of your sales time. That requires a hard-headed business approach. Contains one one-hour recording on CD, and a printed handout. Learn More Buy It Now!
How to Make Powerful and Persuasive Presentations
Improve the power of your presentations with these powerful processes and tips. Two one-hour CDs and a set of handouts in a three-ring binder. Learn more Buy It Now!
Building Positive Business Relationships
Ideas and techniques to help you create more positive relationships. Two one-hour CDs and a set of handouts in a three-ring binder.
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Handling Objections 1 & 2
Everything you need to know to effectively handle any objection. Two one-hour CDs and a set of handouts in a three-ring binder.
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Secrets of Asking Good Sales Questions
Master your most powerful sales tool with the specific set of how-to advice. Two one-hour CDs and a set of handouts in a three-ring binder.
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The Ultimate Time Management Solution for Salespeople
Addresses the greatest challenge facing B2B salespeople today. Three one-hour CDs, the Ten Secrets of Time Management for Salespeople book, and our Sales Time Management Tool kit. Learn More Buy It Now!
Designed for the committed B2B salesperson and addresses sophisticated sales issues that separate the Top Gun (superstar) salespeople from the pack. Dave articulates proven and practical concepts, practices and processes. Buy the CD’s individually for $340.00 or save $141.00 by purchasing the entire series of 10 CDs for $199.00 Buy The Series Now! Click Here to buy it for delivery over the internet
Dealing with Difficult Customers
Wouldn't it be great if every customer was reasonable, easy to approach, and thought like we do? We could sell everyone. Contains one CD, one set of handouts. $34.00 Learn More Buy it now!
Advanced Closing Techniques
Closing is a science, and it can be learned. It just requires some study and preparation. Contains one CD, one set of handouts. $34.00. Learn More Buy it now!
Conquering the Number One Buying Obstacle: Reducing the Risk
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? $34.00 Learn More Buy it now!
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? $34.00 Learn More Buy it now!
How to Sell Value, Not Price
“Our price is too high!" How many times have you heard that? $34.00 Learn More Buy it Now!
Keeping What You Have: 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? Learn More Buy it now!
Keeping Yourself Motivated
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. $34.00 Learn More Buy it now!
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 salespeople have of their pricing philosophy. $34.00 Learn More Buy it now!
Seven Strategies for Communicating Price Increases
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. $34.00 Learn More Buy it now!
Victory Over Voicemail
“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. $34.00 Learn More Buy it now!
Each of these contains a Facilitator’s guide and a set of Participant’s manuals to enable anyone to facilitate a highly-scripted, interactive training session. Video (DVD) programs:Each program contains a DVD of Dave presenting the content of the program, a Facilitator’s guide, and a set of Participant’s guides to provide a complete, interactive training session on your own time, in your own facility.The Up-A-Notch Series:
For salespeople:
All Modules
Module One:
Lesson #1 Introduction to the Sales Series
Lesson #2 Prioritizing Your Customers to Dramatically Increase Your Sales
Lesson #3 Victory Over Voicemail
Module Two
Lesson #1 Be Your Customer's Consultant
Lesson #2 Your Most Powerful Sales Tool
Lesson #3 Organizing a Sales Call
Module Three:
Lesson #1 Persuasive Presentations
Lesson #2 Persuasive Presentations - II
Module Four:
Lesson #1 Gaining Commitment
Lesson #2 Handling Objections
Lesson #3 Transforming Objections into Commitments
Lesson #4 Mastering the Price Objection
For inside salespeople:
All Modules
Module One:
Lesson #1 Basic Telephone Techniques
Lesson #2 Improving Your Listening Proficiency
Lesson #3 Dealing With Different Personalities
Lesson #4 Dealing with Difficult Customers
Module Two:
Lesson #1 Asking Questions to Understand Your Customer
Lesson #2 Turning Objections into Sales
Lesson #3 How to Build Rapport with Your Customers
Lesson #4 Asking for the Order
1. Employee Discipline
2. Creating a Positive Workplace Environment
3. Effective Meetings
The Kahle Way® B2B Selling System
A complete selling system, consisting of five planning disciplines and four face-to-face competencies.
The Kahle Way® Distributor Selling System
This 16-session program is the ultimate training program for distributor salespeople.
How to Master Sales Time and Territory Management
A self-programmed, concentrated course to help you, as the salesperson, work through and gain mastery of Time and Territory Management.
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