by Kahle Wisdom | Mar 4, 2021 | Podcasts
Our actions follow our attitudes. The relationship between actions and attitudes is so close, that the two go hand-in-hand, and our actions can be seen as outward expressions of our attitudes. While it is easy to connect the two in this example, the principle...
by Kahle Wisdom | Feb 25, 2021 | Podcasts
It’s a common mindset. The field salesperson wants every communication with the customer to go through him/her. However, that idea costs both the company and the sale person dearly and frustrates the customers. It is an insidious hindrance to...
by Kahle Wisdom | Feb 18, 2021 | Podcasts
Occasionally, at a seminar or training program, I’ll overhear one sales person mention this to another — “I have my own style of selling.” From my perspective, that idea is more detrimental...
by Kahle Wisdom | Feb 11, 2021 | Podcasts
Here are two questions about tricky customer issues that I respond to in this podcast: If you dropped the ball with a customer, how can you redeem their trust again? How do you know how far to push a sale without overstepping your bounds and threatening the sale...
by Dave Kahle | Feb 9, 2021 | Sell Better
Over the 30+ years that I have been working with B2B sales forces, I’m often asked this question: “If you could improve a salesperson in just one thing that would bring the quickest and biggest change, what would it be?” My answer: Time & territory management....
by Kahle Wisdom | Feb 4, 2021 | Podcasts
Over my career as a salesperson, I sold a variety of products in a variety of selling situations. From suits and sport coats in a retail men’s store, to capital equipment to schools, to surgical staplers to surgeons in the operating room, to 70,000 line...
by Dave Kahle | Feb 2, 2021 | Lead Better, Manage Better
We’re faced with many of our customers being very slow about paying their bills. What would you suggest? Should salespeople help with the collections? This is one of those times where the saying, “The squeaky wheel gets the grease” is very appropriate. Have...
by Kahle Wisdom | Jan 28, 2021 | Podcasts
In my twenty plus years of educating salespeople, I have encountered tens of thousands of sales people, and worked with literally hundreds of sales organizations. The vast majority of them want to do better. Yet, the vast majority of them remain at a level best...
by Kahle Wisdom | Jan 21, 2021 | Podcasts
Does your dress matter in professional sales? What are the rules of manners that you should be aware of? These are two questions I was asked, and I respond to them both in this podcast. Check out this...
by Kahle Wisdom | Jan 14, 2021 | Podcasts
There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.” That advice is incredibly overdone. There is no one aspect of sales (at least in the B2B world) that undeservedly receives...
