by Kahle Wisdom | May 4, 2020 | Sell Better
A study of the behavioral characteristics of the best salespeople was published a few years ago. One of the not-so-surprising conclusions was this: The best salespeople “listen more constructively” than their more average counterparts. Define Constructive Listening...
by Dave Kahle | Apr 7, 2020 | Sell Better
So, you have created a customer, you’ve actually sold something, and you have some money in the bank. Feel free to celebrate and luxuriate in the good feelings that bubble out of you. That’s one of the fringe benefits to selling – it feels great when you succeed....
by Dave Kahle | Mar 25, 2020 | Practical Wisdom, Sell Better
Navigating Difficult Times We are in the middle of some difficult times. Rather than belabor that point, I’d like to come to the heart of the problem. What do we do? We need to answer that question in an immediate, urgent basis: What do we do right now? We also need...
by Dave Kahle | Mar 3, 2020 | Sell Better
This is one of those pieces of conventional wisdom that no one seems to question: “It’s good to be passionate about your product.” Like so many of these conventional myths that ingrain themselves into our psyche, this one has the potential for frustrating countless...
by Dave Kahle | Jan 20, 2020 | Lead Better, Manage Better, Sell Better
There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.” Every new sales manager must view the process of encouraging his/her sales force to “close the sale” as an initiation into the profession. If you’re going to be a...
by Dave Kahle | Dec 24, 2019 | Sell Better
Q. I’m new to sales and to business in general. I don’t want to make a “manners” or “etiquette” mistake that could cause problems. Are there any special rules for business etiquette that I should know about? A. That’s a question that I have rarely heard. But, good...
