Best Sales Practices
Q. We’re faced with many of our customers being very slow about paying their bills. What would you suggest? A. This is one of those times where the saying, “The squeaky wheel gets the grease” is very appropriate. Have face-to-face conversations with your slow-pay customers and require your salespeople to do the same. At those meetings, lay out the issue…
Read MoreEach sales call is an opportunity to accomplish these four objectives, and to accomplish each as deeply as possible.
Read MoreWhich sales question is more effective: “Anything else?” vs. “What else can I do?”
Read MoreOver 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…
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 MoreDave Kahle discusses differentiating yourself from the competition, a best practice for sales people.
Read MoreHow to become an astute planner for sales people, an article by Dave Kahle.
Read MoreDave Kahle explains how the best salespeople understand that we sell different levels of products and services, and regularly talk with customers about their needs that go beyond just product and price.
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