Powerful Sales Strategy

Are You Confident In Your Price?

By Dave Kahle / November 18, 2021

An excerpt from Sell Different! by Lee B. Salz After a lengthy new client acquisition process, the time has come to submit a proposal including pricing. Countless hours are spent formulating a glorious proposal that details your comprehensive solution. Proud of your accomplishment, you present the proposal to your prospect. Skipping the “About Your Company” and “Your Solution” sections, she…

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On Fielding a Directable Sales Force

By Dave Kahle / April 14, 2021

Not long ago I was speaking at a national sales meeting for a large regional distributor. The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor. At the coffee break, we struck up a conversation. “Three years ago, I was the regional vice-president of sales for my company,” he told…

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Cherry Picking

Can You Use the “Five Percent Principle” to Build Your Business?

By Dave Kahle / October 12, 2020

We are all familiar with the Pareto principle, which, when applied to the world of sales, says that 80% of the business comes from 20% of the customers. As a general rule, that 80/20 rule is accurate in lots of different situations. Whenever there is a large group producing something, 20% of the people produce 80% of the results. The “Five Percent Principle” states that five percent of the people produce 50% of the outcome. Podcast: PWSM-100

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White paper: How to Compete Against the 800-pound Gorilla

By CommenceCRM / March 16, 2018

Every industry has an 800-pound gorilla, but that does not mean you cannot effectively compete against them and grow your business.

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Sales tip: find a way for the customer to be right. Kahle Wisdom

Three Keys to Handling Objections Effectively

By Dave Kahle / January 3, 2018

If you are going to catapult your sales performance to higher levels, focusing on effectively handling objections will take you part of the way.

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Sales Strategy: Lowering Risk. Increase sales without lowering price

How can I sell when I’m not the lowest price?

By Dave Kahle / July 28, 2017

The biggest issue in the minds of your customers and prospects is not price, and it’s not value – it is risk. Here are four strategies to lower the risk.

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How to separate yourself from the competition

How to separate yourself from the competition

By Dave Kahle / June 9, 2017

Sales presentation coming up? Here are some ideas to separate yourself and your product from the competition and powerfully communicate to the customer.

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When you ask a question, you direct the customer's thinking, interrupt his train of thought... Dave Kahle

How do you handle a customer who talks all the time?

By CommenceCRM / May 23, 2017

To stop or change the conversation, you have to interrupt or redirect the thoughts. And, the most powerful tool to do that is a good question.

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Sandler Sales Training Tip

Rewriting the sales script

By CommenceCRM / May 5, 2017

Why do many salespeople bail out when a prospect says that the sale is not going to happen? By changing the script, you could turn a “no” into a “Let’s work on it.”

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Sales Plan

Creating a Powerful Sales Plan

By Dave Kahle / February 6, 2017

In sales we must often decide where to go, who to call, what to do. The quality of this decision, more than anything, dictates the quality of our sales results.

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