by Dave Kahle | Jul 20, 2021 | B2B Sales, Sell Better
“I have great relationships with my customers.” That is one of the most debilitating myths around – one that cripples the performance of the average corporate salesperson. Yet, it is endemic within the population of salespeople. I am not sure that there is a...
by Dave Kahle | Jul 20, 2021 | B2B Sales, Sell Better
As a sales trainer, I often confront a difficult obstacle that stands in the way of developing more effective salespeople. Too often salespeople are hindered by limiting beliefs that prevent them from implementing the best practices, principles, and processes that...
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...
