by Dave Kahle | Oct 5, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
The single most powerful tool that a sales person has is a well-phrased, appropriately asked question. Nothing else compares to the impact a good question can have on the customer and the sales process. ...
by Dave Kahle | Sep 16, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
Excerpted from Take Your Sales Performance Up-a-Notch Most sales people love to be active — out in our territories, seeing people, solving problems, putting deals together. This activity-orientation is one of the characteristics of a sales personality. A...
by Dave Kahle | Sep 1, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
It is so easy to do that which is comfortable and easy as opposed to that which is smart. It’s a common temptation to which every sales person succumbs at least some of the time. This applies most dramatically to the fundamental decisions that every sales...
by Dave Kahle | Aug 17, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
Reprinted with permission of the publisher from HOW TO SELL ANYTHING TO ANYONE ANYTIME©2011 Dave KahlePublished by Career Press, Pompton Plains, NJ. 800-227-3371. All rights reserved. One of the most powerful one-on-one sales calls you can make is what I call the...
by Dave Kahle | Aug 10, 2023 | Sales-B2B
Sales training for my first professional sales position consisted of memorizing two four-page, single-spaced presentations – word for word – and then presenting them to a group consisting of the other sales trainees as well as various executives. The presentations...
by Dave Kahle | Jun 6, 2023 | Leadership-Management Principles & Practices, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle Every now and then I encounter a salesperson who believes that it is to his advantage to have all the calls and requests from the customer go to him personally. Picture a salesperson with his arms wide open, trying to encircle and control every...
