by Dave Kahle | Jan 1, 2026 | Sales-Miscellaneous, Sales-B2B
by Dave Kahle Q. How do you handle a customer who won’t stop talking? A. Your question reminds me of an ex-neighbor – the ultimate non-stop talker. A single guy, he had...
by Kahle Wisdom | Sep 12, 2025 | Thinking Better, Growth-Miscellaneous, Growth-Personal Development, Leadership-Business, Sales-Miscellaneous, Christian-Personal Development, Sales-B2B
What’s a PIQ Solution? A curated, vetted solution to one of your Problems, Issues or Questions. Whenever I give a seminar, I encourage people to submit a Problem, Issue or a Question anonymously on a card during the seminar. I gather them and respond to each one....
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...
by Dave Kahle | May 4, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle There are several very common temptations that routinely present themselves to the field salesperson. One is to become too reactive. When you succumb to this temptation, you eventually default to a...
by Dave Kahle | Mar 15, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle The best salespeople are habitual goal-setters. There’s a good reason for that. When you set a goal, you survey the world of all possible things that you could possibly do, and decide which of those things are the most important. You then turn that...
by Dave Kahle | Nov 22, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle Q. How do you make in-roads with a prospect who is happy with another supplier, who is providing a similar product at a lower price? Product is lower quality, but perceived as the same. ...
by Dave Kahle | Oct 11, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle A best practice for salespeople by Dave Kahle Best Practice # 22: Has a system for selling any product or service that we present. The best salespeople are systematic in their approach to their job, while ordinary salespeople are haphazard. ...
by Dave Kahle | Oct 5, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle Question and Answer Q. How do you sell when you don’t have all the tools you should have? A. I’m not sure there is a sales person on the planet who thinks he has all the tools necessary to do the job. Here’s a list of some of the tools...
by Dave Kahle | Sep 26, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle Question and Answer By Dave Kahle Q. What is the worst single piece of advice to a sales person you have ever heard? A. Wow. I love this question. I don’t think I...
by Dave Kahle | Sep 20, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle Nine tips for dealing with angry or difficult customers. No one looks forward to an encounter with an angry or difficult customer. Most of us can’t help but feel...
by Dave Kahle | Sep 13, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle The best sales people have created a system to consistently acquire appointments with prospects, and continually work to improve that system.All routine, sophisticated work is most effectively accomplished by implementing a system. That’s one of the...
by Dave Kahle | Sep 5, 2022 | Sales-Miscellaneous, Sales-B2B
by Dave Kahle Q. Dave, on several occasions you have said that our customers want us to understand their business. How do we do that when we call on lots of different types of businesses? How do we become experts in everything? A. Unless you are a real...
by Dave Kahle | Aug 15, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Miscellaneous, Sales-B2B
Systematically Identifying New ProspectsBy Dave Kahle Your business, like every other one, needs a constant stream of new customers if it is going to remain viable. The constant churn in the market place means that some of your customers will be...
by Kahle Wisdom | Jul 24, 2018 | Thinking Better, Leadership-Sales Force, Sales-B2B
Planning is one of the foundational principles for sales success: You’ll always be more effective if you think about what you do before you do it. Can you imagine a football team not creating a game plan or not practicing before the big game? Can you imagine a...
