by Dave Kahle | Sep 16, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
Excerpted from Take Your Sales Performance Up-a-Notch Most sales people love to be active — out in our territories, seeing people, solving problems, putting deals together. This activity-orientation is one of the characteristics of a sales personality. A...
by Dave Kahle | Sep 1, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
It is so easy to do that which is comfortable and easy as opposed to that which is smart. It’s a common temptation to which every sales person succumbs at least some of the time. This applies most dramatically to the fundamental decisions that every sales...
by Dave Kahle | Aug 17, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
Reprinted with permission of the publisher from HOW TO SELL ANYTHING TO ANYONE ANYTIME©2011 Dave KahlePublished by Career Press, Pompton Plains, NJ. 800-227-3371. All rights reserved. One of the most powerful one-on-one sales calls you can make is what I call the...
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...
