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.

Sales Leader’s Q&A: Salesperson who paints the company in a bad light.

Question: “What would you suggest in the situation where a sales representative will attempt to build a relationship with the customer on a personal basis, but refuse to build a relationship for the company he/she represents? He/she prefers to wear...

Question Your Way to Sales Success

Excerpted from Chapter Seventeen, Question Your Way to Sales Success Reprinted, with permission of the publisher, from QUESTION YOUR WAY TO SALES SUCCESS © 2008 by Dave Kahle.  Published by Career Press, Franklin Lakes, NJ. 800-227-3371. All rights reserved.          ...

Q & A for Salespeople: Dropping the ball with a customer

Question: If you dropped the ball with a customer, how can you redeem their trust again? Answer: By “dropped the ball”, you can be referring to two different situations.  First, it was your company who messed up.  Your company didn’t...

Hiring a Sales Person is Like Looking at the Tip of the Iceberg.

When interviewing a hiring candidate or coaching an employee, it’s helpful to visualize the image of an iceberg with 10% visible above the surface, and 90% invisible below the surface: The visible 10% is necessary, but limited information: *  Skills...

Adding Value to Every Sales Call

Are you wasting your customers’ time? Or adding value every time you call on them? In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet with...

Changing Commissions

Question:  How do you switch from paying your sales people based on the sale to paying them based on the collection of the sale? Answer: Any time you make changes to a sales person’s compensation plan, you are playing with...

What to do about backorder and customer service problems

Here's my response to this question: Help! I'm so frustrated.  I just attended a "sales training" program that never addressed the real issues that I have to deal with every day.  What causes me problems is not my lack of...

Q & A for Sales People: Price Increases

Question: Customers in my industry do not accept price increases unless they have zero alternatives.  How do we handle this? Answer: I’m sure you are not the only person thinking this way, nor is your industry the only one with...

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