Sales Training Tips

Sell Today, Educate Tomorrow

By CommenceCRM / May 6, 2016

This is a Sales Tip of the Week from guest poster Shulman & Associates. The STORY: Tim was driving from another disappointing sales call when it hit him.  Now he knew exactly what he had to do to get more appointments and close more sales.  He needed to know everything possible about his company’s products and exactly how past customers had used the…

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Sales Q&A #30 – Getting an appointment

By CommenceCRM / January 29, 2014

Getting an appointment, a question and answer for sales people by Dave Kahle.

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Sales Q&A #29 – How many sales calls on a customer?

By CommenceCRM / January 2, 2014

How many sales calls should be done on a customer to retain his loyalty – a question and answer for sales people by Dave Kahle.

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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 Best Practice #39 – Regularly and systematically meets and interacts with all the key contact people within A accounts

By CommenceCRM / February 25, 2013

A best practice for sales people by Dave Kahle, author and leading sales educator. It’s so easy to become complacent and satisfied with our “relational comfort zones.” Those are defined by the people with whom we have developed comfortable relationships, who can be counted upon to see us and spend some time with us. These people make us feel comfortable.…

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The Ultimate Sales Improvement Skill

By CommenceCRM / February 13, 2013

Self-directed learning is the ability to absorb new information about the world, and to change one’s behavior in positive ways in response to it.

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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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