Improve Customer Relationships
Your customers used to be able to spend more time with you. But lately, it seems as though they are on tighter schedules and are harder to see.
Read MoreListening is one of the four fundamental competencies of a professional sales person.
Read MoreSales 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…
Read MoreThis 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. What are your views on dress? Does it matter? A. Sure it matters. Everything that you say and do matters. Dress can be a powerful part of your persona. On one hand, how you dress…
Read MoreOk you are nearing the end of the process. In Step One, you selected the category of CRM vendor best suited for your business and in Step Two you narrowed down your choices to 2-3 vendors. Now you are looking for that one unique differentiator that pushes you in the direction of one vendor or product over the other and here…
Read MoreThis is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle Article By Dave Kahle “He has the gift of gab. He’ll make a good sales person.” It’s been a while since I last heard that expression. The idea is, of course, that sales people are good talkers. If you are…
Read MoreThis is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle Q. How would you suggest I respond when a customer gets abusive and uses profanity with me? A. That’s a difficult call. I have had only a couple of these experiences in my career. Let me do a little…
Read MoreThree strategies for reducing the risk in sales.
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