Dave Kahle Wisdom

Practical Wisdom Blog by Dave Kahle

Podcasts and blog posts to help sales professionals and business executives sell better, lead better, and live better.

I’m glad you found your way here.

I’ve spent 30 years in the business trenches; it’s been full and fulfilling. In that time, I’ve been the number one salesperson in the country for two different companies in two different industries. I’ve written 13 books, spoken in 47 states and 11 countries, and personally and contractually worked with over 500 organizations. I’ve touched tens of thousands of people through my articles, podcasts, webinars and seminars.

On the personal side, my life has been full as well. Coleen and I have raised 5 children, helped with 19 foster children, and enjoy 14 grandchildren. I’ve been a father, a foster father, a stepfather, an adoptive father and a grandfather – and now you know why my hair is grey!

In all of this, my faith is very important to me, and provided me with my “Why” as well as a unique perspective.

As you might imagine, in all of this, I’ve learned a few things. I’ve made lots of mistakes and have had my share of success. And, while I’m still learning, I want to share with you some of the practical wisdom I’ve gained along the way.

You’ll find that some of my ideas will challenge you – as I tend to see things in non-conventional way. As you interact with what I share, you’ll find that some of your fondest beliefs and most comfortable paradigms may be in for revision.

Best Practice #5: Is good at closing the sale

by Dave Kahle The best salespeople earn that designation because they write more business than the mass of salespeople.  They get the order!  One of the practices that contributes to that success is that of “closing the sale”.  Unfortunately, there...

Best Practice #4: Regularly uses positive self talk to keep himself motivated

by Dave Kahle Most time studies of field salespeople reveal that the typical salesperson only spends 25 to 30 percent of his/her work week actually talking with customers and prospects.  Much of the remainder of that time is spent alone. ...

Best Practice #3: Has an excellent working relationship with the boss

by Dave Kahle The best salespeople understand that their company has assembled a collection of resources into which they can tap in order to further their sales success.  One such resource is your sales manager.  Now, I understand that the...

Best Practice #2: Broadens the relationship with good customers by proactively introducing them to other employees

by Dave Kahle The best salespeople understand that the more comfortable the customer is with their company, the less risk the customer perceives there to be in dealing with them, and the more likely it is that the customer will...

Best Practice #1: Has a strict code of ethics that governs his/her behavior on the job.

by Dave Kahle Situations in which you must deal with a lot of people always bring with them a great deal of temptation to take unethical short cuts.   Situations in which you deal with a lot of money always bring...

Nurture the Environment — A Menta-Morphosis Facilitator’s Competency

Nurture a comfortable atmosphere. The atmosphere refers to the emotional climate that exists in the meetings.  Are members comfortable and willing to share, or are they guarded and hesitant? Is the focus on the issue at hand, or is the...

So, You Want to Hire Your First Salesperson. Four Recommendations:

by Dave Kahle It’s going to be frustrating, time consuming, difficult, and emotionally draining with a minimal chance of success.           Years ago, I created one of my first seminars: How to Find, Interview, Select and...

Why ‘On-the-Job Training’ Is Secretly Sabotaging Your Sales Team

In our surveys, CEOs indicate "on the job" training as the predominant method of developing salespeople.  If everyone is doing it, it must be OK, right? Maybe not.  Let's look a little closer. The Excellence & Influence Course for Sales...

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