by Kahle Wisdom | May 27, 2021 | Podcasts
More than any other type of sales, B2B salespeople must be good at relationship building. You see your customers more often, and for longer periods of time than almost any other type of sales person. This means that you must build relationships that provide you a...
by Kahle Wisdom | May 20, 2021 | Podcasts
Many salespeople harbor a set of beliefs that hinder their performance. These often sound reasonable and are held onto without question. Looking a bit closer at them uncovers how they limit a salesperson’s performance. One of the most harmful of...
by Kahle Wisdom | May 13, 2021 | Podcasts
Remember the television commercial of the salesperson driving down the expressway with a cell phone balanced on his shoulder, a cup of coffee in one hand, and a laptop computer teetering on the dashboard? The voice in the background says, “You know he’s...
by Kahle Wisdom | May 6, 2021 | Podcasts
Abusive customers are not fun. They’re stressful, and they make you feel like crap. I’ve been on the receiving end of verbal abuse several times in my career, and it’s never pleasant. “The Customer Is Always Right” is a nice saying that...
by Kahle Wisdom | Apr 29, 2021 | Podcasts
One of the challenges for a B2B salesperson is staying in front of the customer who buys occasionally. In this excerpt from How to Sell Anything to Anyone Anytime, I share two specific techniques to keep yo at the top of your customers’ mind. Check out...
by Kahle Wisdom | Apr 22, 2021 | Podcasts
The most powerful sales call you can make is the one that goes on after the sale. In this podcast, we’ll cover how to use your customer’s satisfaction with their purchase as a way to create future opportunities for yourself and your company. We’ll...
by Dave Kahle | Apr 16, 2021 | Sales Force Issues
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 Kahle Wisdom | Apr 15, 2021 | Podcasts
Filling the top of the sales funnel with likely suspects is a problem for every sales organization. Sometimes, it takes a bit of creativity as well as common sense. Here are eight ways to identify new suspects. Check out this...
by Dave Kahle | Apr 12, 2021 | Sales Force Issues
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...
by Kahle Wisdom | Apr 8, 2021 | Podcasts
“My customers don’t have as much time to spend with me as they used to.” That’s a comment I’m hearing more frequently in my sales seminars. It’s a growing phenomenon. Your customers used to be able to spend more...
