Building Business Relationships

Hiding from communication is like a child covering his eyes

The lost art of saying “NO”

By Dave Kahle / December 9, 2020

  It seems like more and more business people have lost the ability to say no. See if this experience doesn’t sound familiar. I had met with an individual, talked with him personally, and invited him to a small group meeting. He came, interacted positively, and indicated he would commit to being a part of the ongoing meeting. Then, he…

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All work and no play is bad for business. Change your attitude.

Nurture Helpful Relationships

By Dave Kahle / October 2, 2017

Creating relationships that result in people gladly working to assist you can be one of your most powerful time management strategies.

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They're not me, they don't share my attitude, motivation, abilities... but, we are a TEAM.

How do I prevent my co-workers from sabotaging my sales?

By Dave Kahle / July 17, 2017

First, examine yourself. Are you creating standards that are just not attainable, and then judging your colleagues on the basis of those standards?

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How to Build Rapport with Anyone

By CommenceCRM / July 7, 2014

Here are a few proven ways to build rapport with anyone.

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Sales Q&A – Finesse

By CommenceCRM / June 2, 2014

This is a Sales Question and Answer article from guest poster Dave Kahle author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. Q. Recently, as I was cold calling my target list in a new industry, I stumbled on my first serious opportunity. After meeting and gaining commitment from my new prospect, I asked the woman who first…

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Sales Best Practice: The science of making good first impressions

By CommenceCRM / March 17, 2014

Best Practice # 17: Understands the science of making good first impressions, and uses specific techniques to get the relationship off to a good start.

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Don’t overlook those who may impact the sale

By CommenceCRM / November 4, 2013

In your drive to get to the decision maker, make sure you engage others who may play a bigger role in the decision than you think.

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CRM Buying Secrets of the Experienced Consumer

By CommenceCRM / July 11, 2013

The experienced consumer has most likely purchased software before and knows that mistakes can be costly.

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Gaining Market Share in a Difficult Economy

By CommenceCRM / December 5, 2012

This is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle The problem with relationships By Dave Kahle In the B2B world, the relationship between the customer and the vendor, and more specifically, the vendor’s sales person, can be of utmost importance. It doesn’t take long in the business to understand that…

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Sales: Question and Answer #9

By CommenceCRM / April 2, 2012

This is a Question and Answer article for sales people from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. I have many customers who refuse to even consider some of my products because the one they have now is working fine and they don’t want to change something that is working well for…

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