by Kahle Wisdom | Dec 18, 2018 | Sell Better
Question: Customers in my industry do not accept price increases unless they have zero alternatives. How do we handle this? Answer: I’m sure you are not the only person thinking this way, nor is your industry the only one with this issue. Probably almost every one...
by Kahle Wisdom | Dec 17, 2018 | Sell Better
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by Kahle Wisdom | Nov 29, 2018 | Sell Better
Question: Dave, how can a sales person have a life at night and not be reactive to customers calling at night – seven or eight per night? Answer: This is really a time management issue. I have a hard time imagining why you would need to receive seven or eight calls...
by Kahle Wisdom | Nov 29, 2018 | Sell Better
Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Here are four fundamentals for effectively...
by Kahle Wisdom | Nov 17, 2018 | Sell Better
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by Kahle Wisdom | Oct 17, 2018 | Sell Better
There are a number of frequently held beliefs that actually limit a salesperson’s performance and stunt his potential. One such belief is this: Good salespeople are good talkers. Let’ sunpack this. “He has the gift of gab. He’ll make a good sales...
