by Kahle Wisdom | Nov 10, 2017 | Entrepreneurs & Executives, Sales Force Issues
Excerpted from Chapter 13 of Take Your Performance Up a Notch Whenever I ask sales people to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale. Unfortunately, sales people who...
by Kahle Wisdom | Nov 9, 2017 | Entrepreneurs & Executives, Sales Force Issues
Excerpted from Chapter Thirteen of Take Your Sales Performance Up a Notch They don’t always say yes! That might be the very first thing you learn as a salesperson. As a matter of fact, “No” in all its various forms and expressions, maybe the one word that...
by Kahle Wisdom | Nov 9, 2017 | Entrepreneurs & Executives, Sales Force Issues
“Every profession expects the serious practitioner of that profession to continually seek out the best practices of that profession, and then to roll them into his/her routine with discipline.” That statement comes out of my mouth in almost every seminar or key-note...
by Kahle Wisdom | Nov 9, 2017 | Entrepreneurs & Executives, Sales Force Issues
In my first professional, full-time sales position, the company brought all the new sales people to a six-week training class in Mill Valley, California. There, we memorized three, four page, single-spaced sales presentations. Most days consisted of practicing those...
by Kahle Wisdom | Nov 9, 2017 | Entrepreneurs & Executives, Sales Force Issues
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 “listen” to the...
