by Dave Kahle | Feb 29, 2024 | Sales-Miscellaneous, Miscellaneous
by Dave Kahle Q. Occasionally, customers may say they have seen or received a lower price for the same product in order to receive better pricing from us. How would you handle that type of call? A. You mean this only happens occasionally? I’ll bet thousands of my...
by Dave Kahle | Feb 22, 2024 | Leadership-General, Miscellaneous
by Dave Kahle In this rapidly changing economy, everyone is looking for a simple fix to dealing with the uncertainty of our economic environment. It seems like few are happy with their situations. And all but a few point their fingers at the changing economy and...
by Dave Kahle | Dec 30, 2023 | Miscellaneous
by Dave Kahle Question and Answer Q. In your seminar on handling objections, you talked about using “Proof” like letters of recommendation and testimonials. How do you get them? A. The short answer is that you ask for them. That’s overly simple,...
by Dave Kahle | Nov 2, 2023 | Miscellaneous
Q. Being a branch manager and having six reps and no sales manager, how do you delegate some of their requests back to them without discouraging their efforts? A. Begin with clear expectations. What you expect the sales person to do ought not to be a...
by Dave Kahle | Oct 19, 2023 | Miscellaneous
Q. How do I get to see new prospects who won’t return voice mail? A. Since this continues to be one of the most asked-questions I receive, I’ve decided to spend several months on this question. In an earlier article, I talked about creating a powerful,...
by Dave Kahle | Oct 12, 2023 | Miscellaneous
Q. Here’s an issue that I confront with my salespeople all of the time. They are afraid to press for the next step, because they don’t want to experience the rejection of hearing a “NO.” So, they try to keep the sale alive by not asking for resolution. This keeps...
