by Kahle Wisdom | Oct 15, 2019 | Sales Force Issues
Building rapport with customers is a fundamental sales skill. Yet, few salespeople have been trained in the specific tactics to facilitate this. Here are seven ways to build rapport with anyone. Think of it like squirting oil into gears. Imagine some gears grinding...
by Kahle Wisdom | Oct 15, 2019 | Sales Force Issues
Every sales organization, and every sales process, begins with identifying a group of suspects. Suspects are people and organizations you suspect may one day do business with you. They aren’t yet prospects, because you don’t know if they have a legitimate need for...
by Kahle Wisdom | Oct 4, 2019 | Podcasts
We all know the feeling. Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor. No problem with your service, it was just a price issue. Nothing is more...
by Kahle Wisdom | Sep 27, 2019 | Podcasts
Becoming one of the master salespeople — the top five percent in the industry — doesn’t happen by chance. It is the result of a disciplined approach to the project of improving yourself. In this podcast, I share some of what I’ve...
by Kahle Wisdom | Sep 24, 2019 | Entrepreneurs & Executives, Sales Force Issues
Q. Customers ask every year at “budget” time for us (as their main distributor) to give them a better discount. Will this ever stop? A. No. Q. How can we continue to grow when we keep giving away margin? A. Let’s think about this one together. If your margins are...
