by Dave Kahle | Apr 11, 2024 | Sales-Miscellaneous
by Dave Kahle Q. How can we get inside sales to do some proactive sales activities each day? We want our inside salespeople to use some of their time to shift into the proactive mode to make outbound phone contact to existing and new business. I wish I had $5.00...
by Dave Kahle | Apr 11, 2024 | Sales-Miscellaneous, Miscellaneous
by Dave Kahle Q. I recently received an order from a new customer for 10 items. We back ordered four of the ten. My customer is quite upset with me and my company’s purchasing agents. Our relationship is strained because of someone in my company’s poor...
by Dave Kahle | Apr 4, 2024 | Sales-Miscellaneous, Miscellaneous
Rarely is a business2business sales call a one-call close. Our products are too varied and sophisticated, and the customer’s buying processes are too complex for that. If we see a prospect for the first time, and aren’t able to identify an opportunity or start a...
by Dave Kahle | Feb 29, 2024 | Sales-Miscellaneous, Miscellaneous
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...
by Dave Kahle | Feb 29, 2024 | Sales-Miscellaneous, Miscellaneous
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...
by Dave Kahle | Feb 29, 2024 | Sales-Miscellaneous, Miscellaneous
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...
