by Kahle Wisdom | Jan 28, 2016 | 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 customer. (1) ...
by Kahle Wisdom | Dec 29, 2015 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: Giving quotes. Client (prospect) seems interested but never gets back to you. Answer: I’m assuming that the question here is, “How do I get the prospect to give me an answer when I provide a quote?” This is one of the most common frustrations for sales...
by Kahle Wisdom | Dec 29, 2015 | Leadership-Sales Force
Here again is one of those best practices that mark the behavior of the superstars, the top five percent of the sales force. Most salespeople never even consider this. Every salesperson has to compete for the business. In some cases, there can be dozens of...
by Kahle Wisdom | Dec 12, 2015 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: To what extent should salespeople be responsible for collecting accounts receivable? Isn’t it a conflict to be responsible for both sales and collections? Answer: Great question, and one that comes up fairly frequently. Let’s think it through....
by Kahle Wisdom | Nov 20, 2015 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Are successful sales people made or born? It is the eternal question: the sales manager’s version of nature versus nurture.Since I spend most of my time teaching sales people how to become better at their jobs, I’m 100 percent in the “made” camp. There are best...
by Kahle Wisdom | Nov 20, 2015 | Leadership-Sales Force
“You should have an objective for every sales call.” That’s a bit of sage wisdom that we have all heard, probably multiple times, throughout our sales careers. Unfortunately, I disagree. I believe you should have four objectives for every sales call. Every sales...
