The Kahle Way® B2B Selling System
It's more difficult to be an effective,
productive professional sales person today than ever before.
Yet most business-to-business salespeople are woefully equipped to
succeed in this new, rapidly changing world. The vast majority of
salespeople have never been trained in how to do their job effectively.
-- the
key principles, strategies, processes and tools they need to excel at
selling in the 21st Century environment. Get a Quote!
Business-to-business salespeople 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.
specifically addresses this situation by focusing on the "key" issues.
Based on a deep understanding of the unique nature of selling in the
business-to-business environment, the system emphasizes those "best
practices" of effective salespeople. These are the essential
principles, processes, attitudes and tactics 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 processes
which can then be focused on ever changing circumstances. These
competencies include:
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Salespeople 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.
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By instilling an awareness of certain key principles as well as a
familiarity with key processes, salespeople are equipped to deal with
an ever changing array of circumstances.
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Salespeople are taught the importance of certain key attitudes that
color all their behavior: Integrity, effectiveness, and customer
orientation are a few.
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There are certain practices which need to be repeated with discipline.
These key disciplines keep the salesperson focused on the most
important aspects of his/her job.
Get a Quote!
In the ,
salespeople are taught to focus on nine key behaviors, clustered into
two categories, and to execute them with ever-growing excellence.
A set of planning disciplines and tools that include:
1. Creating annual goals and
objectives
2. Prioritizing accounts to focus on the highest potential
3. Creating key account plans
4. Creating a monthly plan
5. Organizing for optimal use of time
Excellent execution of a sales call format that focuses on:
1. Learning about the customer
2. Deepening the relationship
3. Presenting products and programs
4. Acquiring agreement for customer actions
The complete program consists of
the use of two three-ring binders with a total of 16 CDs and materials for
16 unique lessons. Each lesson begins with a checklist of the tasks
needed to be performed to complete that lesson. Salespeople listen to
the CDs, and complete the exercises. Each lesson takes approximately 90
minutes.
Those who want to pursue our certification
program can purchase an optional exam.
Cost: Buy
it Now!
Get a Quote!
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