by Kahle Wisdom | Jul 25, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
In a previous post, I wrote that qualities of character in the CEO were a more important indicator of business success than the business model. Two questions popped up following that statement:Why do you say that?Which qualities of character are most important to...
by Kahle Wisdom | Jul 13, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Whether you are a small business person, or a professional sales person, you can utilize a powerful strategy to take your sales performance to dramatically higher levels — leverage. Definition Leverage revolves around the idea of multiplying the effects of some...
by Kahle Wisdom | May 27, 2016 | Leadership-Sales Force
Have you ever wondered how you can provide some motivation for yourself, or someone around you? As a professional speaker, I’m often asked to ‘motivate’ the audience. As a trainer and sales authority, I’m often asked to give my clients ideas on how they can motivate...
by Kahle Wisdom | May 13, 2016 | Leadership-General, Leadership-Sales Force, Leadership-Sales Management
The following scenario plays over and over again in every one of your sales territories every day. And it costs you hundreds of thousands of dollars annually. I was working with one of my client’s salespeople. The client was an HVAC commercial contractor. The...
by Kahle Wisdom | Apr 27, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
“Why should someone spend time with you?” That was the question I asked the six sales people who were the subjects of an intense week-long training session. The response? Blank stares. Some uncomfortable fidgeting. Nothing anywhere close to a coherent, persuasive...
by Kahle Wisdom | Apr 15, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Q. How do you recommend I handle profanity from a customer? Q. What do you do when a customer becomes abusive with you? Loud, screaming, and personally threatening? Answer: I thought I’d put both of these together because they speak to similar situations. “The...
