Best Sales People
In a recent training session, I recommended to a group of sales managers that they hire their next salesperson on the basis of that person’s character, rather than his/her skill, experience or knowledge. A couple of them looked like Bambi being caught by a pair of headlights on a dark night in the middle of the road. The thought I…
Read MoreThe more of my time I can devote to my prospect’s needs, the more sales I will make. Seems pretty simple. It is.
Read MoreBest Practice #44: Is good at asking questions as a means of facilitating every step in the sales process.
Read MoreThe more knowledge you have of your competitors, the more equipped you are to present your own offerings in a positive light, and the more sales you will earn.
Read MoreListening is one of the four fundamental competencies of a professional sales person.
Read MoreWhat sets the exceptional sales professional apart from the average? Here’s one: The propensity to take risks.
Read MoreBest 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.…
Read MoreSales 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…
Read MoreBy 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…
Read MoreSales 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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