Improve Customer Relationships

If you can't spend quality time in front of the customer, your days as a successful sales person are numbered. - Dave Kahle

Dealing with Your Customers’ Time Constraints

By Dave Kahle / September 14, 2016

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.

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Thinking about sales – Just Listen!

By Dave Kahle / May 31, 2016

Listening is one of the four fundamental competencies of a professional sales person.

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Ways to influence the customer to want to see you again

By CommenceCRM / November 20, 2014

Sales 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…

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Sales Q&A – Entertaining

By CommenceCRM / April 24, 2014

Q. Dave, I have read your comments about the value of entertaining, and I agree with you.  But, I have a problem.  I still find a percentage of customers who keep me at “arms length.”  How do I overcome this attitude from the select few of my customers? A. What!  Not everyone thinks you are great?  Alas, it is the sales person’s…

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Utilizing Twitter to Counteract Negative Customer Reviews

By CommenceCRM / June 17, 2013

Customer relationship management is a delicate balance of responding without seeming defensive. Here are important aspects of an effective Twitter strategy.

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Sales Question and Answer #22 – Does dress matter?

By CommenceCRM / April 24, 2013

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. 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…

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Step Three in the Approach for Differentiating CRM Software

By CommenceCRM / January 15, 2013

Ok 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…

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Beliefs that limit sales people – Good salespeople are good talkers

By CommenceCRM / November 13, 2012

This 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…

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Sales Question and Answer #16 – How to Handle Difficult Customers

By CommenceCRM / October 24, 2012

This 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…

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Thinking about Sales: It’s all about the Risk!

By CommenceCRM / October 10, 2012

Three strategies for reducing the risk in sales.

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