What Happened to Character?

Higher character has been recognized, across generations and cultures, as one of the ideal qualifications for positions of leadership. Until recently. We’ve discarded the idea of higher character, and are paying the price. The Sales Leader’s Excellence...

Lower Your Price? A Q&A with Dave Kahle

The calls for “lower price” are becoming more frequent and frantic in this age of inflation.  How should you handle them?  Listen as I respond to three questions concerning lower prices.  You may gain a perspective you’ve never had...
Do Your Expectations Have You Discouraged?

Do Your Expectations Have You Discouraged?

Discouragement must be one of Satan’s primary tools.  By generating discouragement in the hearts of Christians he effectively places them on the bench in the great contest between Satan and God.  Here’s an antidote for it. Do Your Expectations Have You Discouraged? By...

Are You A Value-Added Seller?

Value-added means different things to different people. If you are going to be a true value-added seller in the 21st century marketplace, you must be flexible and capable enough to offer different things to different customers, responding to the individual...

Do You Have a Professional Sales Force?

It’s one of the most common laments I hear from principals and sales managers: “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...
Interacting with Customers in Sales

Interacting with Customers in Sales

 Question and Answer By Dave Kahle  Q. You’ve said on several occasions that the most important part of my job is interacting with the customers. How important is it to spend time with the customers out of the office, and what percentage of time should I spend doing...