by Dave Kahle | Dec 8, 2023 | Sales-Wholesale Distributor
This webinar was hosted by Frank Monterrosa, Product Specialist and Dave Kahle, Speaker, Author and Consultant on the topic, “The Top 10 Questions Sales Managers Ask About Wholesale Distributor Sales Teams” Dive into the dynamic world of wholesale distribution and...
by Dave Kahle | Oct 5, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
The single most powerful tool that a sales person has is a well-phrased, appropriately asked question. Nothing else compares to the impact a good question can have on the customer and the sales process. ...
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 | Jun 6, 2023 | Leadership-Management Principles & Practices, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle Every now and then I encounter a salesperson who believes that it is to his advantage to have all the calls and requests from the customer go to him personally. Picture a salesperson with his arms wide open, trying to encircle and control every...
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 | 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. ...
by Dave Kahle | Oct 11, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle A best practice for salespeople by Dave Kahle Best Practice # 22: Has a system for selling any product or service that we present. The best salespeople are systematic in their approach to their job, while ordinary salespeople are haphazard. ...
by Dave Kahle | Oct 5, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle Question and Answer Q. How do you sell when you don’t have all the tools you should have? A. I’m not sure there is a sales person on the planet who thinks he has all the tools necessary to do the job. Here’s a list of some of the tools...
by Dave Kahle | Sep 26, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle Question and Answer By Dave Kahle Q. What is the worst single piece of advice to a sales person you have ever heard? A. Wow. I love this question. I don’t think I...
by Dave Kahle | Sep 20, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle Nine tips for dealing with angry or difficult customers. No one looks forward to an encounter with an angry or difficult customer. Most of us can’t help but feel...
by Dave Kahle | Sep 13, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
by Dave Kahle The best sales people have created a system to consistently acquire appointments with prospects, and continually work to improve that system.All routine, sophisticated work is most effectively accomplished by implementing a system. That’s one of the...
by Dave Kahle | Aug 15, 2022 | Sales-Miscellaneous, Sales-Wholesale Distributor, Miscellaneous, Sales-B2B
Systematically Identifying New ProspectsBy Dave Kahle Your business, like every other one, needs a constant stream of new customers if it is going to remain viable. The constant churn in the market place means that some of your customers will be...
