Building Customer Relationships

2 Simple Rules to add Value to Every Sales Call

Adding Value to Every Sales Call

By Dave Kahle / November 9, 2021

Are you wasting your customers’ time? Or adding value every time you call on them? In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet with you than they were just a year ago.  Time is more precious today than ever before, and your customers are feeling the…

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The New Reality of B2B Sales

Are Outside Salespeople Obsolete?

By Dave Kahle / June 16, 2021

This week, one of my clients asked me this: “Are outside salespeople obsolete?”  He is the CEO of a distributor who specializes in automation equipment.  He had just lost three field salespeople and was thinking about replacing them.  “What kind of person should I look for,” he asked, “in light of the recent and radical changes in the economy?” While his need…

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Every million-dollar account started as a 'nickel and dime' account.

Chase the “Big” Ones?

By CommenceCRM / June 5, 2017

Myth or fact? You can save time and make more money by going after those clients who can spend more money than the ones you currently have.

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The customer is not always right

What do you do when a customer becomes abusive with you?

By Dave Kahle / November 3, 2016

Q. What do you do when a customer becomes abusive with you? Loud, screaming, and personally threatening?

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Are your customer relationships an asset or an obstacle?

By Dave Kahle / July 21, 2016

What to do when business declines from your high-volume customers, and the relationships are no longer as profitable as they once were.

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Sales Best Practice #14 – Creating rapport with new contacts

By Dave Kahle / August 26, 2014

It doesn’t matter how we feel about the customer. What does matter is how the customer feels about us.

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The sales conversation is changing—have you kept up?

By CommenceCRM / August 21, 2014

By Michael Boyette Are you having the same old, same old conversations with customers and prospects? Ones that start like these: Tell me about your business Let me tell you about my product Just checking in  How’s it going? Not much; what’s new with you? These are antiquated conversation openers that go back to the days when customers brought in…

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Sales Q&A – How to handle backorders

By CommenceCRM / August 11, 2014

By Dave Kahle Q. I recently gained an order from a new customer for 10 items. We back ordered four of the ten. My customer is quite upset with me and my company’s purchasing agents. Our relationship is strained because of someone in my company’s poor performance. What would you do? A. Ah. The proverbial “backorder” problem. What would we…

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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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Leveraging Satisfaction to Build Customer Relationships

By Dave Kahle / December 5, 2013

How to follow up on a sale, an article for B2B and wholesale distributor sales people by Dave Kahle.

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