Sales Training
Question and Answer for Sales People By Dave Kahle Q. Customers ask every year at “budget” time for us (as their main distributor) to give them a better discount. Will this ever stop? A. No. Q. How can we continue to grow when we keep giving away margin? A. Let’s think about this one together. If your margins are greater…
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Best Practice # 42: Has a systematic approach to collecting, processing, storing and accessing information about their products and services. By Dave Kahle Sometimes I am almost embarrassed to have to actually spend time describing some of these best practices. There are some that seem so blatantly obvious, so basic, that there can’t possibly be salespeople who don’t do them.…
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By Dave Kahle Adapted from Take Your Performance Up a Notch, Chapter 3, by Dave Kahle. Most sales people love to be active – out in their territories, seeing people, solving problems, putting deals together. This activity orientation is one of the necessary characteristics of a sales personality. A day sitting behind a desk is their idea of purgatory. Unfortunately,…
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Question and Answer for Sales People By Dave Kahle Q. I have been receiving your monthly e mail and have read several of your books. I work as an account manager for a large industrial supplier. I love your strategies and ideas but I haven’t found a specific way to overcome my most recent obstacle. I have been moved around…
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Sales Best Practice #40: Has several ways of influencing the customer to want to see you again. By Dave Kahle Rarely is a business2business sales call a one-call close. Our products are too varied and sophisticated, and the customer’s buying processes are too complex for that. If we see a prospect for the first time, and aren’t able to identify…
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By Dave Kahle Focus, focus, focus. That is the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. There are so many demands on our time, so many tasks calling for our attention, and so many…
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By Dave Kahle Q. We do not want to turn sales people into collection agents, but there certainly is a role that sales people can play in the process. Do you have any thoughts? A. Yes, I do. Like you, I don’t want to turn sales people into collection agents. Let’s consider this piece by piece. First, I believe the credit…
Read More Sales Best Practice #38: Maintains a good filing system, with all the useful information readily available. By Dave Kahle “I’m just not a very organized person.” That from one of my recent seminar participants. “You’ll never be as successful as you could be until you overcome that,” I said in response. If you are not organized, fix it. Highly successful…
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By Dave Kahle “I really struggle with the highs and lows of field sales. Most days I feel like the weight of the world is on my shoulders. Any suggestions?” This is one of those rarely voiced issues that every sales person confronts sooner or later. The job of the sales person produces an emotional roller coaster, and unless you…
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Sales Best Practices #36 – Accurately measures the potential in each account By Dave Kahle Every day, salespeople are confronted with the necessity to make these three time management decisions well: Where to go? Who to see? What to do? The master salesperson understands that consistently making those decisions well will, more than any other one thing, determine his/her success.…
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