by Dave Kahle | Apr 6, 2021 | Sales Force Issues
Q. Any advice for a salesperson in this economy? It seems like almost every customer is saying that they are cutting back and delaying spending. How can I get them to loosen the purse strings and buy? A. Great question. I’m sure this change in the economy and...
by Kahle Wisdom | Apr 1, 2021 | Podcasts
What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match? Have you been betrayed, or is there some other explanation? In any case, what do you do?...
by Kahle Wisdom | Mar 25, 2021 | Podcasts
Selling is at the same time both simple and incredibly challenging. It is simple in that almost every adult of reasonable intelligence, who has just a modicum of people skills, can understand it and do it. It is incredibly challenging in that to become...
by Kahle Wisdom | Mar 18, 2021 | Podcasts
I call it the ‘gap between idea and action,’ and it is one of the largest chasms in the road hindering our path to personal and organizational improvement. The gap between idea and action describes the ubiquitous phenomenon that we, all of us, have...
by Kahle Wisdom | Mar 11, 2021 | Podcasts
Sooner or later, almost every professional B2B sales person comes to grips with the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Yet, they hold the secret...
by Dave Kahle | Mar 9, 2021 | Sales Force Issues
On a fairly regular basis, I run into a belief that limits a salesperson’s behavior. These often sound reasonable and are embraced without question. Looking a bit closer at them, however, uncovers how they limit a salesperson’s performance. One of the most common of...
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...
