Sales Training
By Dave Kahle Q. How much time should you expect from a customer for an appointment? A. This is one of those many questions about sales issues for which the answer always begins with “It depends.” It depends, first of all, if this is a prospect (someone who has not purchased) or a regular customer (someone who buys regularly). Generally…
Read MoreA best practice for salespeople by Dave Kahle. Best Practice #23: Routinely makes powerful persuasive presentations. In my first professional sales position, I spent six full weeks in sales training before I was released to go out into my territory. That included memorizing two five-page, single-spaced sales presentations, presenting them to the sales training class, critiquing the video-taped playback of…
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The world is full of sales people who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that sales people hide behind to keep from exposing the weakness in their sales skills. Here’s how it works. An experienced sales person believes…
Read More Which sales question is more effective: “Anything else?” vs. “What else can I do?”
Read More A best practice for sales people from Dave Kahle Best Practice #15: Regularly makes a sufficient quantity of presentations for the products, services and programs that we sell. By Dave Kahle “You’ve got to show it in order to sell it.” That simple advice given to me decades ago by a wise sales manager seems so simple and common sense.…
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Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people. Certain negative tendencies — mistakes that sales people make — keep surfacing. Here is number five of my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number Five: No investment in themselves. Here’s…
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Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people. Certain negative tendencies — mistakes that sales people make — keep surfacing. Here is number four of my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number Four: Poor questioning This is a…
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Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people. Certain negative tendencies — mistakes that sales people make — keep surfacing. Here is number three of my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number Three: Contentment with the superficial There…
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Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people. Certain negative tendencies — mistakes that sales people make — keep surfacing. Here is number two of my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number Two: Lack of thoughtfulness The typical…
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Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people. Certain negative tendencies — mistakes that sales people make — keep surfacing. Over the next few weeks, I’ll share my top five. Here’s number one, not necessarily in order of priority. See to what degree you (or your sales force) may be…
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