Dave Kahle Wisdom

Do You Think “I Knew That?”

Do You Think “I Knew That?”

by Dave Kahle One of the most destructive beliefs that hinder a person’s development.Over my 30+ year career, I’ve presented hundreds, maybe even thousands of seminars, and interacted with tens of thousands of salespeople. I’ve learned some things.  One is this:...
Phone Sales: Q&A for Salespeople

Phone Sales: Q&A for Salespeople

by Dave Kahle Q.  I am an inside sales person who does most of my selling over the phone and internet.  How can I be more effective and persuasive when I may never even meet my customers? 1. How can I use the cone of experience when I sit behind a desk, on...
Measuring Sales Potential

Measuring Sales Potential

by Dave Kahle             We’re all aware, it’s the Information Age.  We see evidence of that everywhere we look.  There is one place, however, the Information Age seems to have skipped – the routines...
How much time should you expect from a customer for an appointment? Q&A

How much time should you expect from a customer for an appointment? Q&A

by Dave Kahle Q.  How much time should you expect from a customer for an appointment? A.   This is one of those many questions about sales issues for which the answer always begins with “It depends.”  It depends, first of all, if this is a prospect...
Understands selling different levels of products and services, and regularly talks with customers about their needs – Best Practice #50

Understands selling different levels of products and services, and regularly talks with customers about their needs – Best Practice #50

by Dave Kahle         “We need two cases of widgets.”          Here’s how the average salesperson responds to that request.  “I have them in stock.  It’ll be $300 each case.”          Ah, but the superstars have a different approach.  “OK.  Can I ask why you need...
The Salesperson Manages Emotions to be Always Productive – Best Practices 49

The Salesperson Manages Emotions to be Always Productive – Best Practices 49

by Dave Kahle I had just switched jobs, going from a salary, bonus and company car to a 100 percent commission position.  It was a big risk, but I had calculated the amount of existing business in my new territory, and calculated that, if I could double it, I’d be...
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