by Dave Kahle | Dec 13, 2024 | Miscellaneous
by Dave Kahle It’s the natural, predictable step along the way to a sale. You have met with the right people, helped them achieve a degree of comfort with you, uncovered the opportunity, presented your solution and asked for their commitment. But wait, they are...
by Dave Kahle | Nov 14, 2024 | Sales-Miscellaneous, Miscellaneous
by Dave Kahle I had just switched jobs, going from a salary, bonus and company car to a 100 percent commission position. It was a big risk, but I had calculated the amount of existing business in my new territory, and calculated that, if I could double it, I’d be...
by Dave Kahle | Nov 14, 2024 | Growth-Personal Development, Miscellaneous
by Dave Kahle As a young man, I faced a career decision that set the path for the rest of my life. I found myself in a place where I had three choices for employment: After a few years as a teacher, I could return to education. Or I could enter into the world of...
by Dave Kahle | Nov 7, 2024 | Sales-Miscellaneous, Miscellaneous
by Dave Kahle Q. What is the best way to deal with a customer who only wants to hear lower prices? A. First, let me question the accuracy of your interpretation. There are very few customers who only want lower prices. One of the reasons why we hear...
by Dave Kahle | Oct 24, 2024 | Sales-Miscellaneous, Miscellaneous
by Dave Kahle I believe in forms! I know, that makes me a pariah among salespeople. More paperwork! Are you crazy?No. I’m experienced. Here’s the thing about a well-designed form – it forces you to think thoroughly and methodically. And thinking thoroughly and...
by Dave Kahle | Sep 24, 2024 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Miscellaneous
by Dave Kahle In my earlier life, I had seven sales positions during the time from age 18 to 34. The last was selling for a hospital supplies distributor. I was given a territory that had about $10,000 in existing business, and 77 accounts. Every year...
