by Dave Kahle | Jun 8, 2021 | B2B Sales, Distributor Sales, Sell Better
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...
by Dave Kahle | Jun 1, 2021 | Sell Better
Question: When we get through to the person we want to talk to, we most often hear that they are happy with their current supplier. How can we overcome that? Answer: You are encountering the classic B2B prospect put-off. There are a number of ways to deal with this. ...
by Dave Kahle | Apr 16, 2021 | Sell Better
The world is full of B2B salespeople who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that salespeople hide behind to keep from...
by Dave Kahle | Apr 12, 2021 | Sell Better
Here are ten commandments that sales professionals should follow to ensure they follow ethical sales practices. 1. Ethical salespeople don’t intentionally misrepresent anything. Never, never, never lie to a customer. About anything. Ever. Period. 2. Fix any...
by Dave Kahle | Apr 6, 2021 | Sell Better
Q. Any advice for a salesperson in this economy? It seems like almost every customer is saying that they are cutting back and delaying spending. How can I get them to loosen the purse strings and buy? A. Great question. I’m sure this change in the economy and...
by Dave Kahle | Mar 9, 2021 | Sell Better
On a fairly regular basis, I run into a belief that limits a salesperson’s behavior. These often sound reasonable and are embraced without question. Looking a bit closer at them, however, uncovers how they limit a salesperson’s performance. One of the most common of...
