Month: November 2014

Ways to influence the customer to want to see you again

By commence2018 / 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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The Question is the Key

By commence2018 / November 12, 2014

By Dave Kahle Focus, focus, focus. That is the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. There are so many demands on our time, so many tasks calling for our attention, and so many…

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