Dave Kahle Wisdom

Seven ways to build rapport

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. Check out this...

Leverage

Whether you are a small businessperson or a professional salesperson, you can utilize a powerful strategy to take your performance to dramatically higher levels — leverage.  Leverage revolves around the idea of multiplying the effects of some effort to gain...

The Character of a Successful Salesperson

Are successful salespeople made or born?  It is the eternal question: the sales manager’s version of nature versus nurture.         While countless books and articles have addressed “what successful salespeople...

What is Success for a Salesperson?

“Success,” like “beauty” is a slippery term whose definition depends, in some significant way, on the perspective of the observer.  In this article, I unpack the definition of success for a salesperson. Check out this...