and Answers for Distributor Sales People
The tool kit of
the successful salesman is always open to new selling techniques. Many
of these come in the form of questions to be answered - answers given -
lessons learned - obstacles overcome - and insights into selling
techniques gained from problems solved. This valuable, 190 page volume
contains a potent mix of wisdom shared in articles, selling techniques
and related questions answered during personal discussions. Now, for
the first time, the best and most useful of these insights and answers
have been assembled into a single volume for easy reference and
This is a powerful and timely addition to every sales tool kit that you
can read from cover to cover - or use as a daily reference tool for
reviewing selling techniques or specific topics that fit your needs for
a particular customer or occasion. It's like putting Dave Kahle's
wisdom inside your head whenever you need it.
The topics are specific and right to the point - with questions and
answers to complete the learning and support cycle of this dynamic
- Relationship Building
Good Sales Questions
what readers of advanced copies are saying:
"Insights & Answers, what a great
book for all sales people but particularly for distributor
representatives. I've been in the business for 35 years and
I found the book to be right on the money in terms of
philosophy and mindset. I particularly enjoyed chapter three
which dealt with integrity
as a sales
. Trust is a critical issue in
the selling profession and as Dave says it 'the more your customer
trusts you, the less risk your customer feels in dealing with you, and
the less time necessary to invest in understanding the product, service
or program you are offering!'"
A. Fidler, President ~ Brenntag Mid-South, Inc.
Insights and Answers, what a refreshing and right on book pertaining to
professional sales... My twenty five plus years of selling have taught
me that the principals that Dave Kahle covers in Insights &
Answers should apply to everyone in distribution sales, or for that
matter, could apply to all outside sales people."
E. Ehigh, Sales Manager ~ Consolidated Supply Company
Kahle's new book is a nuts and bolts 'how-to' guide to become a
consultative seller.... Insights & Answers is an excellent
coaching tool for sales managers. It is organized in a way that any
chapter may be pulled out and used as a stand alone reference tool for
a specific coaching situation, like how to position pricing in a
competitive commodity situation or how to get beyond voice mail. Or
sales managers may want to select a new chapter to be incorporated in
every sales meeting. Insights & Answers is another terrific
developmental tool from Dave Kahle that presents information concisely
and logically. I recommend it for any sales person at any level."
Pirner ~ Powermation
& Answers is a must read for distribution sales and
management... Dave begins by reminding us change is absolutely
necessary. With a background in distribution sales, Dave presents a
complex understanding of the fear associated with change. He then
supports the refreshing proposition that sales people need to change
their behavior and take responsibility for their own actions. Amazing,
I think all society can take a lesson from these pages. As if this were
not refreshing enough we then learn the old fashion values of hard work
and integrity are the key to building lasting relationships. Dave is an
excellent communicator. In these pages he shares many of his
experiences using a question and answer format. I will definitely keep
a copy of Insights & Answers available at all times."
Johnson, VP National Sales ~ SAFEO, Inc.
know when I have read a better book that covers all the basics of what
it takes to be a successful sales person. The first thing it did was
remind me of the many things I had forgotten or taken for granted,
assuming others know already all those things. When this book is
published it will be in the hands of all my managers to use along with
their sales people. I just don't know how you could not be successful
using it as a guide with your sales people!"
Rathbun, SVP ~ Lumbermen's Inc.
"Dave Kahle's latest book, Insights
& Answers, offer the Kahle faithful a host of new tips
and techniques for facing the distribution sales world with
new tactics for our every changing sales environment. For
those new to the teachings of Mr. Kahle, it will become very
clear that the observations outlined in this book along with
suggested responses are today's reality. No matter what
business practice or procedure is being discussed, everyone
agrees that the pace of change picks up speed every day.
Sales managers as well as sales reps need to be keenly aware
of the new hurdles and obstacles faced in today's
marketplace and equip themselves with the appropriate tools and
to adjust to the fast paced changes. This book provides a
great basis to arm the sales force with insight into today's most
commonly asked questions along with thought provoking answers."
Scarlett ~ Scarlett Machinery, Inc.
& Answers is a virtual 'specification book' for distributor
sales personnel!! Easy to read and understand, Insights &
Answers provides answers and guidelines to some of today's most often
asked sales questions. The profession of sales, and more importantly,
the needs of customers, continue to change and evolve. Insights
& Answers offers several 'specifications' for becoming
important to your customers and ensuring their and your mutual success!
Dave's common sense approach to today's issues are refreshing and
valuable to sales 'rookies' as well as seasoned veterans."
Rosendahl, SVP Sales/Marketing ~ Dakota Supply Group, Inc.
definitely a 'Don't Leave Home Without It' book for those in
the distributor sales profession! Noted sales trainer - and the
head genius of distributor sales - Dave Kahle succinctly
describes 12 effective sales techniques. Each tip gets a
chapter with several nuggets of advice, an example or two
and a pat on the back to send you out the door charged up
and ready to go. It doesn't matter if you've heard some of
these common sense ideas before because Kahle's compilation
is so on-target, lively and encouraging. This volume reminds
you of leading sales techniques that will build your
customer base and increase your
. If you're in the business of distributor sales this manual will
boost your communications, planning, knowledge, visibility and
confidence. Kahle tells you to ask people what they do and help them do
it better by selling into their priorities. Seems clear enough to me,
given that the author doesn't only write - he also sells!"
Webb, Senior Training & Development Specialist ~ Mohawk
companies, by their nature, should be sales-oriented companies. But,
most distributors don't do sales very well. That's the premise behind
this new book.
written for sales
and executives in the distribution
industry, provides a blue print for executives to transform their sales
forces into highly directable, effective, focused performers.
The book begins with an analysis of current conditions that pressure
the distributor to revise the way he/she thinks about his sales force.
Kahle then paints a picture of the distributor sales force of the
future. The sales force will be:
advice begins with "See it as a system," a concept that is based on one
of the key principles for the book, "When you change the structure, you
change the behavior of the people who work within that structure."