by Kahle Wisdom | Nov 9, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Excerpted from Chapter Thirteen of Take Your Sales Performance Up a Notch They don’t always say yes! That might be the very first thing you learn as a salesperson. As a matter of fact, “No” in all its various forms and expressions, maybe the one word that...
by Kahle Wisdom | Nov 9, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
“Every profession expects the serious practitioner of that profession to continually seek out the best practices of that profession, and then to roll them into his/her routine with discipline.” That statement comes out of my mouth in almost every seminar or key-note...
by Kahle Wisdom | Nov 9, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
In my first professional, full-time sales position, the company brought all the new sales people to a six-week training class in Mill Valley, California. There, we memorized three, four page, single-spaced sales presentations. Most days consisted of practicing those...
by Kahle Wisdom | Nov 9, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales person would just “listen” to the...
by Kahle Wisdom | Nov 8, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Focus, focus, focus. That’s the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. There are so many demands...
by Kahle Wisdom | Oct 25, 2017 | Leadership-Sales Force
Question: What is your opinion of call reports? Answer: It depends on what you mean by call reports. If, for example, you mean a requirement in your company that you note down somewhere – on a laptop, tablet, smart phone or piece of paper, who you called on, what...
