by Kahle Wisdom | Mar 12, 2019 | Entrepreneurs & Executives, Sales Force Issues
Question: Customers in my industry do not accept price increases unless they have zero alternatives. How do we handle this? Answer: I’m sure you are not the only person thinking this way, nor is your industry the only one with this issue. Probably almost every one...
by Kahle Wisdom | Mar 6, 2019 | Sales Force Issues
Does this sound familiar? You have more customers to take care of, more variety of products and services to sell, more information to manage, and more meetings to go to today than you did a year or so ago. Welcome to the compressed, chaotic job that is the life of...
by Kahle Wisdom | Mar 6, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: I’m frustrated. My sales force just doesn’t seem to be motivated. They agree with me at sales meetings, but then don’t follow through. Any ideas? Answer: Yes. I just had a phone conversation with a client who had a familiar story to tell. He had built...
by Kahle Wisdom | Mar 6, 2019 | Sales Force Issues
Every salesperson talks about “Closing the sale.” The best salespeople understand that before you can close the sale, you must open it. What is opening? “Opening” means using well designed and delivered questions to thoroughly uncover as many...
by Kahle Wisdom | Mar 1, 2019 | Sales Force Issues
How do you sell when the competition has exactly the same product? Are you reduced to being the low price? Unfortunately, many sales people have never thought deeply about how to effectively sell commodities, and resort to discounting. Here’s a...
