Sales Mastery

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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Beliefs that limit a salesperson’s performance – the problem with passion

By CommenceCRM / May 9, 2013

This is a best practice for sales people by Dave Kahle, author and leading sales educator. Article by Dave Kahle This is one of those pieces of conventional wisdom that no one seems to question: “It’s good to be passionate about your product.” Like so many of these conventional myths that ingrain themselves into our psyche, this one has the…

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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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Sales Question and Answer #20 – Is Being Yourself a Sales Strategy?

By CommenceCRM / March 4, 2013

When it comes to what it means to “be yourself,” I can make a good case that it means your values, beliefs and world view – the deeper layers.

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Sales Best Practice #26 – Seek opportunities to be coached and mentored

By CommenceCRM / January 11, 2013

A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. There is, in the world of professional salespeople, a significant group of salespeople who cringe at the prospect of someone working with them, and who shun every such opportunity.  These salespeople are more comfortable in anonymity.  They want to exist under the radar screen…

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Sales Best Practice #25 – Maintains good records about customers

By CommenceCRM / December 12, 2012

A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. Maintains good records about customers by using an ‘account profile’ and ‘personal profiles’ for every account. It is the Information Age.  That means wise and effective sales people collect, store and use good information about their customers and prospects. That information provides the salesperson…

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Sales Best Practice #24 – Regularly and methodically invests in personal and professional development

By CommenceCRM / November 16, 2012

A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. Only one out of every twenty salespeople has invested $20.00 or more of their own money on their improvement in the last twelve months. Amazing, isn’t it?  In a world that demands ever-improving productivity, the overwhelming majority of salespeople are content with their personal…

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Sales Best Practice #6 – Plans every sales call

By CommenceCRM / July 10, 2012

A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle It continues to amaze me that so many sales people shuffle into most of their sales calls with very little, if any, prior planning. I suppose that is why this is one of the practices of the best. Most surveys of…

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