by Kahle Wisdom | May 4, 2020 | Leadership-Sales Force
A study of the behavioral characteristics of the best salespeople was published a few years ago. One of the not-so-surprising conclusions was this: The best salespeople “listen more constructively” than their more average counterparts. Define Constructive Listening...
by Kahle Wisdom | Apr 30, 2020 | Podcasts
Dealing with prospects is one of the most daunting and frustrating parts of the salesperson’s job. In this podcast, I respond to two questions from salespeople about key aspects of this difficult task. You’ll gain some ideas you can use today. Check out...
by Kahle Wisdom | Apr 28, 2020 | Podcasts
There are, in the world of sales and sales systems, certain practices that have such an enormous impact on the company and the market that they are in a special class of activities that call for executive involvement at the highest levels. One of that handful of...
by Kahle Wisdom | Apr 23, 2020 | Podcasts
I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales person would just...
by Kahle Wisdom | Apr 21, 2020 | Podcasts
Goal-setting is one of those hallowed practices that belong in every leader’s arsenal. We’ve all heard that people who set goals are far more successful than those who don’t. And every well-run business has a policy and a practice of setting annual...
