Dave Kahle Wisdom

Sales Continuous Improvement – The Ultimate Success Skill

Sales Continuous Improvement – The Ultimate Success Skill

by Dave Kahle             In the last 12 months, only one out of every 20 salespeople have spent $25.00 or more on their own improvement!  Incredible.  Let me repeat it to make sure you read it correctly:  In the last 12 months, only one out of every 20 salespeople...
Regularly and systematically meets key contact people within “A” accounts. Sales Best Practice #39

Regularly and systematically meets key contact people within “A” accounts. Sales Best Practice #39

by Dave Kahle It’s so easy to become complacent and satisfied with our “relational comfort zones.”       Those are defined by the people with whom we have developed comfortable relationships, who can be counted upon to see us and spend some time with us.  These people...
Sales Customer Requests Lower Price after Comparison Shopping

Sales Customer Requests Lower Price after Comparison Shopping

by Dave Kahle Q.  Occasionally, customers may say they have seen or received a lower price for the same product in order to receive better pricing from us.  How would you handle that type of call? A.  You mean this only happens occasionally?  I’ll bet thousands of my...
Five Higher-Order Sales Practices that Most Salespeople Never Master

Five Higher-Order Sales Practices that Most Salespeople Never Master

by Dave Kahle What sets the best salespeople apart from the average?  For 35 years I have pursued that question.  .I’ve read over 300 sales books, authored 13 of my own, worked with over 500 sales organizations, talked with thousands of sales managers and  executives,...
Sales Time Management Tip

Sales Time Management Tip

by Dave Kahle Does this sound familiar?  You have more customers to take care of, a greater variety of products and services to sell, more information to manage, and more meetings to go to today than you did a year or so ago.  Welcome to the compressed, chaotic job...
Monthly Sales Magazines and Sales Improvement Seminars

Monthly Sales Magazines and Sales Improvement Seminars

Q.  Dave, I’m interested in what you would recommend for a subscription to a monthly sales magazine and a sales improvement seminar.             A. You have touched one of my hot-buttons with this question. ...