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.
bottom line is this
-- it's more difficult to be an effective, productive professional
sales person today than ever before.
Yet most business-to-business 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
For those who have received some instruction, it typically has
consisted of a generic training seminar or sales workshop that did not
address the specific challenges of selling in our changing economic
sales force has probably never had any real professional education in
the best practices for the 21st Century business-to-business selling
A few years ago, a company could survive and even grow with sales
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 tools they need to excel at selling in the 21st Century
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
sales people (corporate 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 business-to-business or corporate
environment, the system emphasizes those "best practices" of effective
sales people. 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
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.
Sales people are taught the importance of certain key attitudes that
color all their behavior: Integrity, effectiveness, and customer
orientation are a few.
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.
In the , sales people are taught to focus on
nine key behaviors, clustered into two categories, and to execute them
with ever-growing excellence.
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
annual goals and objectives
accounts to focus on the highest potential
key account plans
a monthly plan
for optimal use of time
- Learning about the customer
- Deepening the relationship
- Presenting products and programs
- Acquiring agreement for customer actions
comments I received from attendees were amazing. Never have we sent a
group of people to any kind of sales
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
sale, "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
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 & ˝ day
workshop at your facility. Contact us for pricing and
- Sending your
sales people to our semi-annual Sales
licensed to do the training yourself utilizing our DVD's and "equip the trainer" System.
individual, self-study version.
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
are taught the system in a blended-learning experience that provides
for differences in learning styles and situations.
with a two ˝ 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.
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
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
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,
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.
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
System is best suited to those companies who need to regularly train
new sales people, and have the resources to present the training
The DVD Training System provides you access to the personalized power
of my Kahle Way® Business-to-Business Selling System (corporate sales
training), 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 sales training workshop or seminar.
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
session lasts approximately two hours, and consists of:
accountability discussion of the assignment
- A DVD
- A set of
assignment to practice the skills taught.
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
To order, call 1-800-331-1287.
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.
Kahle Way ® B2B Selling System
Two three ring Binders, 16 lessons on CD
companies who desire documentation of the learning experience, we offer
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.
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 through out the entire seminar, even some of our very
experienced reps. Every one 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
This is a low-cost corporate sales
training program 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 B2B industry; that means that the program
is specific to the B2B 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
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
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
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
Scott Wyatt, Field Sales Manager, Huttig Building Products
1. How to focus your energy by creating
motivating and challenging sales goals for yourself.
2. How to stay concentrated on the most effective application of your
3. The essential things to learn about every account.
4. How to calculate the real potential in an account.
5. How to focus your time on those accounts that will bring you the
6. How to create a monthly plan that keeps you focused on the most
effective application of your time.
7. How to create plans to penetrate your key accounts.
8. How to organize your sales territory to maximize your productivity.
9. How to organize your file system to stay in control of your
10. The four essential objectives for every sales call.
11. A unique format for how to plan and prepare for every sales call.
12. The often over-looked key to understanding business relationships.
13. The three components to a positive business relationship.
14. How to analyze and assess your relationships with every key person
in your territory.
15. How to methodically improve your relationships - regardless of the
personality of the customer.
16. How to assess a customer’s personality style quickly and
17. How to adjust your style to reflect the customer’s.
18. How to successful deal with any kind of customer.
19. How to understand your customer in a deeper way than any of your
20. How to prepare powerful questions for any selling situation.
21. The single most powerful rule for understanding your customers.
22. Three question-asking strategies that will equip you to confidently
handle any situation.
23. How to stimulate a customer to share deep and important information
24. How to organize a presentation of any product, program or service.
25. Ten powerful tactics that will allow you to persuasively present
26. The one tactic that will make your proposals stand out from your
27. Five powerful rules for closing the sale - while you protect the
28. Four comfortable closes.
29. A format for preparing for any sales objection.
30. Three simple steps to dramatically improve your ability to handle
31. How to deal with the price objection.
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
Tony Fidler, Sales Manager, Superior Implement Supply Company
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
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.
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.