Best Sales People

What Happened to Character?

By Dave Kahle / August 25, 2023

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…

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Sales Goals - Sandler Sales Training

Let Go of Unproductive Behavior

By CommenceCRM / January 18, 2018

The more of my time I can devote to my prospect’s needs, the more sales I will make.  Seems pretty simple.  It is.

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Make it easy to exchange information with your customers.

Ask questions to facilitate every step in the sales process

By Dave Kahle / February 27, 2017

Best Practice #44: Is good at asking questions as a means of facilitating every step in the sales process.

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Waterstreet Coffee Bar Meeting | Startup Stock Photos

Best Practices # 18: Using information about competitors

By CommenceCRM / June 15, 2016

The 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.

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Thinking about sales – Just Listen!

By Dave Kahle / May 31, 2016

Listening is one of the four fundamental competencies of a professional sales person.

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Characteristics of a Successful Professional: Taking Risks

By CommenceCRM / March 28, 2016

What sets the exceptional sales professional apart from the average? Here’s one: The propensity to take risks.

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Be ready to provide information to your customers

By CommenceCRM / December 15, 2014

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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Ways to influence the customer to want to see you again

By CommenceCRM / November 20, 2014

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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The Question is the Key

By CommenceCRM / November 12, 2014

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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