by Kahle Wisdom | Jan 19, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: “What would you suggest in the situation where a sales representative will attempt to build a relationship with the customer on a personal basis, but refuse to build a relationship for the company he/she represents? He/she prefers to wear the “white hat” and...
by Kahle Wisdom | Jan 19, 2019 | Entrepreneurs & Executives, Sales Force Issues
Excerpted from Chapter Seventeen, Question Your Way to Sales Success Reprinted, with permission of the publisher, from QUESTION YOUR WAY TO SALES SUCCESS © 2008 by Dave Kahle. Published by Career Press, Franklin Lakes, NJ. 800-227-3371. All rights reserved. ...
by Kahle Wisdom | Jan 3, 2019 | Sales Force Issues
Question: If you dropped the ball with a customer, how can you redeem their trust again? Answer: By “dropped the ball”, you can be referring to two different situations. First, it was your company who messed up. Your company didn’t fulfill the promises you made. ...
by Kahle Wisdom | Jan 3, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
When interviewing a hiring candidate or coaching an employee, it’s helpful to visualize the image of an iceberg with 10% visible above the surface, and 90% invisible below the surface: The visible 10% is necessary, but limited information: * Skills * Experience...
by Kahle Wisdom | Dec 26, 2018 | Sales Force Issues
Are you wasting your customers’ time? Or adding value every time you call on them? In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet with you than they were just a year...
