by Dave Kahle | Nov 14, 2024 | Sales-Miscellaneous, Miscellaneous
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...
by Dave Kahle | Nov 7, 2024 | Sales-Miscellaneous, Miscellaneous
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...
by Dave Kahle | Oct 31, 2024 | Sales-Miscellaneous
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...
by Dave Kahle | Oct 24, 2024 | Sales-Miscellaneous, Miscellaneous
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...
by Dave Kahle | Sep 26, 2024 | Sales-Miscellaneous
As someone who has spent decades in sales leadership, I know firsthand the challenges that come with leading a sales team. That’s why I’ve developed the sales leader’s course—a comprehensive program designed to help leaders, like you, achieve long-term success. This...
by Dave Kahle | Jul 12, 2024 | Sales-Miscellaneous
by Dave Kahle Best Practices #43: Is good at managing time, and getting the greatest return for every minute of work. A study was done a number of years ago, looking at the behavioral characteristics of superstar salespeople. One of the top five behaviors...
