You Can Establish a Culture of Continuous Business To Business Sales Growth in Your Sales Team!
Sales Excellence – A Level 2 Immersion course!
The Kahle Way® B2B Selling Immersion Program
Online training in advanced sales concepts and practices for sales teams who want to achieve excellence in their profession.
Help your sales team sell better by immersing them in the best practices of the best sales people.
“Having someone like Dave Kahle on my side is invaluable.”
– Brian Balasko, Vice President of Sales, Modern Builders Supply
No risk! Cancel anytime.
Billed as a recurring monthly charge
You can cancel Immersion at any time and your billing will stop immediately.
Also, once you have finished an Immersion Product, your billing will automatically stop.
NO QUESTIONS ASKED!
The Content:
The content is proven and powerful and uniquely created for B2B salespeople by Dave Kahle. 24 monthly Immersion modules cover empower your sales people with these advanced sales practices:
- Ten modules teach advanced sales skills and help the sales person unleash unrealized potential.
- Seven modules empower sales people to more fully penetrate key accounts via account management.
- Seven modules help the sales person work more effectively via self/time management.
How it works:
Sales Excellence is structured around our proprietary Immersion methodology.
The sales team is immersed into one topic per month for 24 months. Each week, every salesperson receives one of these:
– a podcast,
– an article on the subject,
– an audio or video lesson,
– an application exercise,
– a small group conference call with their peers and manager.
All this is delivered directly to the salesperson via weekly emails.
The manager or facilitator enrolls in a compatible series for sales managers (SM 06 – Nurture), and receives everything the sales team does, plus a set of discussion questions to use to facilitate the end-of-the-month AEF conference call.
The focus is on application...
Every module has an application exercise, and the sales team is expected to complete that exercise.
At the end of the month, the sales manager leads a conference call or AEF meeting which holds the sales people accountable for the exercise, discusses success and failures, and rewards the sales people for doing what we taught them.
The next week, the next module begins, and the process is repeated.
THE MODULES
Module 1
Self-Management ~ The Ultimate Success Skill: Systematically Improving Yourself
Module 2
Account Management ~ How to Master Key Account Selling
Module 3
Account Management ~ Managing the Impenetrable Account
Module 4
Advanced Sales Skills ~ Differentiating Yourself from the Competition
Module 5
Account Management ~ How to Protect Your Good Accounts from the Competition
Module 6
Advanced Sales Skills ~ Conquering the #1 Buying Obstacle – Reducing the Risk
Module 7
Time Management ~ Overcoming Time Wasters for Sales People
Module 8
Advanced Sales Skills ~ Strategic Planning for Sales People
Module 9
Advanced Sales Skills ~ Sales Practices to Increase Your Margins
Module 10
Self-Management ~ Ethics for the Professional Sales Person
Module 11
Account Management ~ Protecting Your Business from Price Cutters
Module 12
Advanced Sales Skills ~ How to Sell Value, Not Price
Module 13
Self-Management ~ Motivating Yourself to Excel Every Day
Module 14
Self-Management ~ The Five Most Common Mistakes Sales People Make
Module 15
Account Management ~ Preventing the Price Issue
Module 16
Account Management ~ Effectively Handling the Price Objection
Module 17
Advanced Sales Skills ~ Selling in a Price Sensitive Environment
Module 18
Time Management ~ 12 Tactics to Make an Immediate Impact on Your Performance
Module 19
Account Management ~ Seven Strategies for Communicating Price Increases
Module 20
Self-Management ~ Characteristics of Super Star Sales People
Module 21
Advanced Sales Skills ~ Basics of Negotiations for Sales People
Module 22
FLEX Part I ~ Come to understand your communication and behavioral styles
Module 23
FLEX Part II ~ Understand others and learn to FLEX your communication and behavioral styles
Module 24
Advanced Sales Skills ~ How to Deal with the Competition like a Pro
We’ll help you become a B2B sales guru!
We’ve done it with 1000’s of VPs and Sales Managers…
“Culture is changing dramatically and it’s really affecting our business model, and the way we need to adapt our business. Dave’s teachings are very practical. What really shines through is the way the managers and sales persons are brought together in collaboration. They are really working together to apply the training in ways that are yielding results. As we go through Immersion — there is a dynamic that goes beyond the lessons… because people are giving input to each other and sharing real life experiences — what’s working, and what’s not working. Immersion empowers creative problem solving and motivation. Our company is really coming together through this and it’s giving us the ability to carry our messaging throughout the entire company. I’m an extension of the ownership and the culture we want to create — and I can’t do it alone. Having someone like Dave Kahle on my side is invaluable. “
– Brian Balasko, Vice President of Sales
“I really like the structure that Immersion provide for my TSMs. This is very valuable for newer salespersons, but also for those with decades of experience. Immersion really gives my team practical tools to plan their days. Who to call on, who to target, how to get those targets in their sights, what to do, how to measure – Immersion gives my team great structure so they can set metrics and reach those goals. This has been real positive for my people.”
– Scott Helms, Sales Manager
“My team works with all levels of clientele, and we’ve really changed the vocabulary we use with our customers – and have redefined ourselves based on Dave Kahle’s Immersion system. We literally have a system now, that everybody can manage growth with. This has worked out great. We’ve defined the roles of everyone that works here and as a result we have improved and deepened the relationships with our customers. Regarding those gray areas we have to navigate such as: how to set goals, how to categorize customers and prospects, and how to set agendas – Immersion has been an incredible tool to accomplish this. We’re getting great feedback from everyone in Dave’s program, and the sales people are finding it very helpful. Immersion has given them the ability to ascertain areas they can improve in, and then giving them the necessary tools to develop their individual skills.”
– Tyler Copeland, Sales Manager
“It’s astonishing how much I learn from each lesson in Immersion, and it’s also amazing to see how much my sales persons are learning. There’s so much to grasp, but it’s fun, and the time flies by. Immersion has a lot of good structure and enough repetition to help us practically implement everything we learn. When I lead the monthly Immersion meeting, I really think through the best questions to ask my team. I always feel equipped to facilitate those meetings because the manager’s version of Immersion really sets me up for success with our Team Members. I’m always pleasantly surprised at how many of them actually understand the material and implement the work. On the rare occasion that a person either isn’t doing the work, or isn’t grasping it – I can tell – and I’m able to ensure it is clicking for them, and help them implement the Immersion tools and tactics.”
– John Mann, Branch Manager
Not Just Sales Skills & Techniques - A Transformation in Selling...
The Immersion Program is authored by one of the world’s most widely recognized authorities on B2B sales: Dave Kahle. Dave has written 13 books which have been translated into 8 languages and are available in over 20 countries. He has appeared in front of the conferences of 89 national associations, and personally worked with over 429 individual companies. He’s touched literally thousands of companies and tens of thousands of B2B sales people through his seminars and webinars.
459
Companies
47
STATES
20
COUNTRIES
13
BOOKS
In his first career as a sales person, Dave Kahle was the number one sales person in the nation for two different companies, in two distinct selling situations. That led to his second career as a sales authority.
As a sales authority, Dave has written 13 books, which have been translated into eight languages and available in 20 countries, and presented over 1,000 times in 47 states and 11 countries. He’s trained literally tens of thousands of sales people to sell better, thousands of sales managers to manage better, and has worked personally and contractually with over 459 companies.