by Dave Kahle | May 4, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle There are several very common temptations that routinely present themselves to the field salesperson. One is to become too reactive. When you succumb to this temptation, you eventually default to a...
by Dave Kahle | Mar 15, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle The best salespeople are habitual goal-setters. There’s a good reason for that. When you set a goal, you survey the world of all possible things that you could possibly do, and decide which of those things are the most important. You then turn that...
by Dave Kahle | Feb 15, 2023 | Sales-Miscellaneous
by Dave Kahle Q. Dave, I have read your comments about the value of entertaining, and I agree with you. But, I have a problem. I still find a percentage of customers who keep me at “arms length.” How do I overcome this attitude from the select few of my...
by Dave Kahle | Feb 9, 2023 | Sales-Miscellaneous
by Dave Kahle There is, in the world of professional salespeople, a significant group of salespeople who cringe at the prospect of someone working with them, and who shun every such opportunity. These salespeople are more comfortable in anonymity. They...
by Dave Kahle | Jan 5, 2023 | Sales-Miscellaneous
by Dave Kahle A best practice for salespeople by Dave Kahle Best Practice #25: Maintains good records about customers by using an ‘account profile’ and ‘personal profiles’ for every account. It is the Information Age. And that means that wise and effective...
by Dave Kahle | Nov 22, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle Q. How do you make in-roads with a prospect who is happy with another supplier, who is providing a similar product at a lower price? Product is lower quality, but perceived as the same. ...
