by Kahle Wisdom | Jan 19, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
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 | Leadership-Sales Force
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 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
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 | Leadership-Sales Force
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...
by Kahle Wisdom | Dec 26, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: How do you switch from paying your sales people based on the sale to paying them based on the collection of the sale? Answer: Any time you make changes to a sales person’s compensation plan, you are playing with fire. Any adjustments require that you be...
