by Kahle Wisdom | Oct 17, 2018 | Sales Force Issues
One of the most common thing sales people hear is:”I’m happy with my current source.” Here’s how to respond. Question: I have many customers who refuse to even consider some of my products because the one they have now is working fine and they don’t want to change...
by Kahle Wisdom | Oct 17, 2018 | Entrepreneurs & Executives, Leadership, Sales Force Issues, Sales Managers/Sales Leaders
Question: How can I help an experienced sales person regain his interest in the job? Answer: It sounds like you have someone who is just going through the motions. That can be deadly for the career of a sales person, as well as detrimental to the company. One of the...
by Kahle Wisdom | Sep 14, 2018 | Entrepreneurs & Executives, Sales Force Issues
Intro: Every profession produces a set of best practices. Despite the excuses we make for ourselves, what is true for every other profession is also true for sales. There are best practices for sales people. One of the most debilitating myths about the sales...
by Kahle Wisdom | Sep 14, 2018 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Intro: In order for an individual or a society to reach its potential, it must continuously grow and develop. That requires consistent, methodical exposure to new ideas. Unfortunately, many people have arrested their development by remaining within their status quos....
by Kahle Wisdom | Sep 13, 2018 | Sales Force Issues
Sales People and Personal Finance Challenges Question: Dave, I am finding it difficult to manage my personal finances. As a commissioned sales person, my income varies from month to month. It seems like I’m always struggling with finances. Do you have suggestions...
by Kahle Wisdom | Sep 13, 2018 | Sales Force Issues
Customers always create a perception about the sales people who call on them. Sometimes this perception works for us, and sometimes it works against us. By intentionally influencing our position with the customer, we can influence the customer’s perception and...
by Kahle Wisdom | Sep 11, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
The essential challenge of effective time management is to spend more of our time doing those things which bring us the best results, and less of those things that don’t bring us results. So we struggle, every day, with surmounting this challenge. We try to spend...
by Kahle Wisdom | Sep 11, 2018 | Entrepreneurs & Executives, Kingdom issues, Sales Managers/Sales Leaders
It’s more and more popular to blame other people, or some ‘ism’ for your own circumstances. As long as we claim to be a victim we’ll never achieve our potential. As soon as we accept personal responsibility for our own circumstances, we gain the freedom to change...
by Kahle Wisdom | Aug 21, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
It’s one of the most common laments I hear from CSO’s: “I wish I had a more professional sales force.” No doubt that thought has passed through your mind at some time in the recent past. You’re not alone, of course. Let’s take a look at what it really means,...
by Kahle Wisdom | Aug 21, 2018 | Sales Force Issues
“Happy with the current vendor” is the catch-all phrase that prospects can use to signify a number of different positions. Here’s how to deal with it. Question: How do you make in-roads with a prospect who is happy with the competition –...
