by Dave Kahle | Feb 29, 2024 | Sales-Miscellaneous, Miscellaneous, Sales-B2B
by Dave Kahle It’s so easy to become complacent and satisfied with our “relational comfort zones.” Those are defined by the people with whom we have developed comfortable relationships, who can be counted upon to see us and spend some time with us. These people make...
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 | Thinking Better, Leadership-Sales Force, Sales-Miscellaneous, Miscellaneous, Sales-B2B
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,...
