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
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...
The Customer Who Cares Only About Price – Q&A for Salespeople
by Dave Kahle Q. What is the best way to deal with a customer who only wants to hear lower prices? A. First, let me question the accuracy of your interpretation. There are very few customers who only want lower prices. One of the reasons why we hear...
The Three Biggest Mistakes in Sales Presentations
by Dave Kahle The sales presentation is a necessary part of every sales process, of every sales call, and of every sales system. A sales presentation is what we call that portion of the sales process in which you communicate your product or service to the...
Has a system for planning work, and uses strategic planning tools for each account – Best Practice #48
by Dave Kahle I believe in forms! I know, that makes me a pariah among salespeople. More paperwork! Are you crazy?No. I’m experienced. Here’s the thing about a well-designed form – it forces you to think thoroughly and methodically. And thinking thoroughly and...
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