by Kahle Wisdom | Mar 6, 2019 | Leadership-Sales Force
Does this sound familiar? You have more customers to take care of, more variety of products and services to sell, more information to manage, and more meetings to go to today than you did a year or so ago. Welcome to the compressed, chaotic job that is the life of...
by Kahle Wisdom | Mar 6, 2019 | Leadership-Sales Force
Every salesperson talks about “Closing the sale.” The best salespeople understand that before you can close the sale, you must open it. What is opening? “Opening” means using well designed and delivered questions to thoroughly uncover as many...
by Kahle Wisdom | Feb 19, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: In regards to personality conflicts with an account, at what point do you walk away and let someone else in your organization try? Answer: Great question. Let me answer in two ways. First, from a purely theoretical perspective, a professional sales person...
by Kahle Wisdom | Feb 14, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: Dave, I’m a sales manager, and I’m increasingly losing my patience with sales people who constantly whine and complain. Any thoughts on how to handle the chronic whiners? Answer: Believe me, I can empathize with you. I had my share of whiners in my days as...
by Kahle Wisdom | Feb 14, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
In my first professional, full-time sales position, the company brought all the new sales people to a six-week training class in Mill Valley, California. There, we memorized three, four-page, single-spaced sales presentations. Most days consisted of practicing those...
