by Kahle Wisdom | Oct 17, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
It’s the moment that many sales people dread. You’ve asked the customer to do something – give you an appointment, issue a P.O., or schedule a demonstration and, instead of saying “Yes,” the customer gives you a reason why he/she does not want to do what you’ve asked...
by Kahle Wisdom | Oct 17, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: How many sales calls should a salesperson make? A: In about one out of every two seminars that I do, I hear this question. It springs from a manager’s concern for defining what constitutes a “good sales day.” And salespeople want to know so that they have...
by Kahle Wisdom | Sep 25, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
It’s a challenging year for a lot of salespeople. The world is changing rapidly, and every new headline contains information that seems to impact business in a significant way. The competition is more active, customers are more discriminating, and nobody has enough...
by Kahle Wisdom | Sep 13, 2017 | Leadership-Sales Force
Question: What are your views on dress? Does it matter? Answer: Sure it matters. Everything that you say and do matters. Dress can be a powerful part of your persona. On one hand, how you dress can facilitate your objectives and make you more effective, and on the...
by Kahle Wisdom | Sep 13, 2017 | Leadership-Sales Force
How much time should I spend entertaining my customers? Good question. The world of the field sales person is changing rapidly these days, and everything is in question. The practice of entertaining customers is one of those issues that needs to be rethought. First,...
by Kahle Wisdom | Sep 7, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
We’re living in incredibly turbulent times. In spite of newspaper headlines proclaiming growing employment and a slowly growing economy, many business people admit to a pervasive feeling of uncertainty and confusion about their businesses. The well-spring of...
