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...
