by Kahle Wisdom | Jan 3, 2019 | Sell Better
Question: If you dropped the ball with a customer, how can you redeem their trust again? Answer: By “dropped the ball”, you can be referring to two different situations. First, it was your company who messed up. Your company didn’t fulfill the promises you made. ...
by Kahle Wisdom | Jan 3, 2019 | Lead Better, Manage Better
When interviewing a hiring candidate or coaching an employee, it’s helpful to visualize the image of an iceberg with 10% visible above the surface, and 90% invisible below the surface: The visible 10% is necessary, but limited information: * Skills * Experience...
by Kahle Wisdom | Dec 26, 2018 | Sell Better
Are you wasting your customers’ time? In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet with you than they were just a year ago. Time is more precious today than ever...
by Kahle Wisdom | Dec 26, 2018 | Lead Better, Manage Better
Question: How do you switch from paying your sales people based on the sale to paying them based on the collection of the sale? Answer: Any time you make changes to a sales person’s compensation plan, you are playing with fire. Any adjustments require that you be...
by Kahle Wisdom | Dec 24, 2018 | Sell Better
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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 | Lead Better, Manage Better
In our surveys, CEOs indicate “on the job” training as the predominant method of developing sales people. If everyone is doing it, it must be OK, right? I don’t think so. See if this sounds familiar. You are ready to expand your sales force, so you hire a nice guy...
by Kahle Wisdom | Nov 29, 2018 | Lead Better, Manage Better
Question: How can I set sales goals with any degree of reliability when this year’s economy is so uncertain? Answer: I can appreciate your problem. The economic atmosphere is so uncertain it’s difficult to predict what is going to happen even a month from now. But...
