by Kahle Wisdom | Jul 22, 2019 | Sell Better
Question and Answer: Dave, I’ve tried for months to see a prospect account, but can’t get them to return my calls. When is it best to just give up? There is a question we have all asked at one time or another. As usual, there is no simple answer. Let’s explore this....
by Kahle Wisdom | Jun 29, 2019 | Manage Better, Sell Better
How many times have you said that? It’s a very common response to almost every request. Unthinkingly, rather than think about the request, we default to blaming our busy schedule. I can understand. You are not alone. Almost every businessperson today has too much...
by Kahle Wisdom | Jun 29, 2019 | Sell Better
Question: How long should you try to get into an account that will not allow you to set a first appointment? Answer: Here’s the simple answer to your question: As long as the potential appears worth it, and you have no more promising accounts on which to call. Let me...
by Kahle Wisdom | Jun 24, 2019 | Manage Better, Sell Better
One of the habits often practiced by highly successful people is the habit of regular goal setting. There is a reason for that. Goals compel you to work with discipline and concentration rather than going about your job mindlessly and routinely. Goal setting is a...
by Kahle Wisdom | Jun 24, 2019 | Sell Better
The sales presentation is the ultimate purpose of every sales process, of every sales call, and of every sales system. The job of the salesperson revolves around the point in time when he offers the customer something to buy. The sales presentation can take a variety...
by Kahle Wisdom | Jun 12, 2019 | Manage Better, Sell Better
Excerpted from 11 Secrets of Time Management by Dave Kahle, Career Press In 2003 I wrote “Ten Secrets of Time Management for Salespeople,” because I was convinced that time management had become the number one issue for professional salespeople. The book struck a...
