by Kahle Wisdom | Jul 24, 2018 | Leadership-Sales Force
Question: How do you deal with a difficult customer who owes you money and constantly draws you out by hanging the money he owes you over your head? This customer also requires three times more service than most of our other customers. Answer: It sounds like this...
by Kahle Wisdom | Jul 24, 2018 | Thinking Better, Leadership-Sales Force, Sales-B2B
Planning is one of the foundational principles for sales success: You’ll always be more effective if you think about what you do before you do it. Can you imagine a football team not creating a game plan or not practicing before the big game? Can you imagine a...
by Kahle Wisdom | Jun 25, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: What do I do when my goals don’t match the company’s goals for me? Answer: I can look at this is in two ways – expressing two different situations. In the first, there is a legitimate difference in the expectations for a sales person, but a basic agreement...
by Kahle Wisdom | Jun 19, 2018 | Leadership-Sales Force
“Selling is more challenging now than it was just a couple of years ago.” Most of the participants in my sales seminars nod solemnly when I make that statement. And then they begin to fidget in their seats when I follow that up with this: “And it will be more...
by Kahle Wisdom | Jun 4, 2018 | Leadership-Sales Force
“Your price is too high!” The infamous price objection. Wouldn’t sales be a great profession if we could somehow wipe it out and never hear it again? Unfortunately, that will never happen. Too many of the people with whom we deal are paid to get the best deal they...
