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#4 Mistake Salespeople Make – Poor Questioning

#4 Mistake Salespeople Make – Poor Questioning

by Dave Kahle | Mar 1, 2022 | Professional B2B Salespeople, Sales Principles and Practices

Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople.  Certain negative tendencies — mistakes that salespeople make — keep surfacing.  Here is number four of my top five.  See to what degree you (or your sales force) may...
#3 Mistake Salespeople Make – Contentment With Superficial

#3 Mistake Salespeople Make – Contentment With Superficial

by Dave Kahle | Feb 15, 2022 | Professional B2B Salespeople, Sales Principles and Practices

Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople.  Certain negative tendencies — mistakes that salespeople make — keep surfacing.  Here is number three of my top five.  See to what degree you (or your sales force)...
Power in the Sales Process

Power in the Sales Process

by Dave Kahle | Feb 10, 2022 | Professional B2B Salespeople, Sales Principles and Practices

Here’s a lesson that every salesperson needs to learn early in their career: Sales is not magic. Just the opposite; every selling situation has a very definable, step-by-step process which, when executed with expertise, almost inevitably leads to a sale. One way to...
Sales Are Down: Do Nothing or Change?

Sales Are Down: Do Nothing or Change?

by Dave Kahle | Aug 23, 2021 | Professional B2B Salespeople, Sales Force Issues, Sales Principles and Practices

Q. Every one of my customers is buying less this year than last year. My sales are down.  What can I do? A. You really have a choice here.  The first, which, unfortunately, is the solution that most companies and salespeople currently choose is this: Do nothing...
Customer Communication – Everything Through Me

Customer Communication – Everything Through Me

by Dave Kahle | Jun 8, 2021 | Professional B2B Salespeople, Sales Force Issues, Sales Principles and Practices

As a veteran sales trainer, I’ve often wrestled with this question:  Why is it that some salespeople do so much better, in the long run than others of equal skill and competency? I’ve identified a number of reasons for that.  Probably the most powerful and pervasive...
Is “On-The-Job” Training the Best Way to  Develop a Salespeople?

Is “On-The-Job” Training the Best Way to Develop a Salespeople?

by Kahle Wisdom | Dec 9, 2020 | Entrepreneurs & Executives, Professional B2B Salespeople, Sales Managers/Sales Leaders, Sales Principles and Practices

In our surveys,  CEOs indicate “on-the-job” training as the predominant method of developing salespeople.  If everyone is doing it, it must be OK, right? I don’t think so.  See if this sounds familiar.  You are ready to expand your sales force, so you hire a nice guy...
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