by Kahle Wisdom | Jun 4, 2018 | Leadership-Sales Force
“Your price is too high!” The infamous price objection. Wouldn’t sales be a great profession if we could somehow wipe it out and never hear it again? Unfortunately, that will never happen. Too many of the people with whom we deal are paid to get the best deal they...
by Kahle Wisdom | May 22, 2018 | Leadership-Sales Force
“Good salespeople are problem solvers.” Or, so the illusion goes. That belief ranks high on my all-time list of the beliefs that most limit a salesperson’s performance. This one is especially insidious because it is so commonly held, without reservation, by such a...
by Kahle Wisdom | May 22, 2018 | Leadership-Sales Force
Question: How do I ensure that I get the last look in a competitive bid situation? Answer: This is a question that I’m often asked. In a lot of industries, particularly those involved in construction, government purchases and large-volume manufacturing, most of the...
by Kahle Wisdom | May 7, 2018 | Leadership-Sales Force
Question: I’m one of those sales people who haven’t spent $20.00 this year on a book or seminar to improve myself. I just don’t want to go to the trouble. I believe that I can learn sufficiently on the job, and I’m tired of going to school. Should I feel bad?...
by Kahle Wisdom | Apr 24, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Q: I sell advertising for a local newspaper. In our sales compensation plan, we compete with our revenue numbers from the previous year, and approximately 6% is added to the previous year’s revenue number. That becomes your goal for that particular month. We get a...
by Kahle Wisdom | Apr 24, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
“My customers seem to have less time available for me than before. They are harder to see, and when I do get in front of them, they often seem rushed or preoccupied. What can I do about this?” Sound familiar? It’s a question that I am hearing more and more often. ...
