Best Sales Practices

Sales Manager Question and Answer – Collections

By Dave Kahle / February 5, 2021

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…

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Best Practice #46 – Plans for 4 aspects of every sales call

By CommenceCRM / March 11, 2016

Each sales call is an opportunity to accomplish these four objectives, and to accomplish each as deeply as possible.

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Sales Q&A – Anything else?

By CommenceCRM / March 9, 2015

Which sales question is more effective: “Anything else?” vs. “What else can I do?”

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The Five Most Common Mistakes Salespeople Make – Part Four

By Dave Kahle / February 9, 2015

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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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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Sales Best Practice #16 – Has cultivated a unique personal presence

By CommenceCRM / February 18, 2014

Dave Kahle discusses differentiating yourself from the competition, a best practice for sales people.

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Sales Performance Tips – Astute Planner

By Dave Kahle / February 11, 2014

How to become an astute planner for sales people, an article by Dave Kahle.

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Best Practice #50 – Regularly talks with customers about their needs

By CommenceCRM / November 19, 2013

Dave 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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