by Kahle Wisdom | Dec 6, 2017 | Entrepreneurs & Executives, Sales Force Issues
Recently, one of the sales people with whom I was working volunteered that he often obtained demonstration samples by coming into the office, visiting the warehouse, opening a box of the product he wanted to sell, taking one out, and re-closing the box. When it comes...
by Kahle Wisdom | Nov 28, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders
“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced salespeople. What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny, and I probably...
by Kahle Wisdom | Nov 28, 2017 | Entrepreneurs & Executives, Sales Force Issues
Question: I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light on this? Answer: This is a key issue with me, as I believe it is one of the ways to make the biggest, most rapid change in your...
by Kahle Wisdom | Nov 28, 2017 | Entrepreneurs & Executives, Sales Force Issues
We all know the feeling. Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor. No problem with your service, it was just a price issue. Nothing is more discouraging. You’ve spent years developing this...
by Kahle Wisdom | Nov 28, 2017 | Sales Force Issues
Question: How do we get more calls in when driving time is so long? Answer: I’m going to answer this on two levels. First, when you have a big geographical territory with lots of windshield time, you have to do a better job of routing your calls to maximize the time...
by Kahle Wisdom | Nov 13, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
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 10, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
This was to be a totally different article. I intended to write about what makes a successful sales person. However, as I began to conceptualize the article, it occurred to me that I ought to begin with a definition of success. And it was there that I got...
by Kahle Wisdom | Nov 10, 2017 | Entrepreneurs & Executives, Sales Force Issues
Excerpted from Chapter 13 of Take Your Performance Up a Notch Whenever I ask sales people to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale. Unfortunately, sales people who...
by Kahle Wisdom | Nov 9, 2017 | Entrepreneurs & Executives, Sales Force Issues
Excerpted from Chapter Thirteen of Take Your Sales Performance Up a Notch They don’t always say yes! That might be the very first thing you learn as a salesperson. As a matter of fact, “No” in all its various forms and expressions, maybe the one word that...
by Kahle Wisdom | Nov 9, 2017 | Entrepreneurs & Executives, Sales Force Issues
“Every profession expects the serious practitioner of that profession to continually seek out the best practices of that profession, and then to roll them into his/her routine with discipline.” That statement comes out of my mouth in almost every seminar or key-note...
