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The Sales Resource Center
Best Practices for Sales People #44: Asking Questions

Best Practices for Sales People #44: Asking Questions

by Dave Kahle | Jun 30, 2016 | B2B sales, best practices for sales people, sales techniques, selling

Best Practice #44: Is good at asking questions as a means of facilitating every step in the sales process.  A study published a few years ago identified the top five behavioral characteristics of the superstar sales people.  Number two on the list was this:  They ask...
Q & A for Sales People:  Motivation

Q & A for Sales People: Motivation

by Dave Kahle | Jun 22, 2016 | B2B sales, best practices for sales people, sales inspiration

Question:  I find it difficult to stay upbeat and positive all the time. I have a tendency to get down on myself when something goes poorly and then find it hard to look forward to the next sales call.  I can’t be the only sales person who struggles with this. Can you...
Best Practices for Sales People #44: Asking Questions

Best Practices for B2B Salespeople: Listen!

by Dave Kahle | Jun 14, 2016 | B2B sales, best practices for sales people

A study of the behavioral characteristics of the best sales people was published a few years ago.  One of the not-so-surprising conclusions was this:  The best sales people “listen more constructively” than their more average counterparts. What does it mean to “listen...

The Secret Strategy for Meaningful Sales Meetings

by Dave Kahle | Jun 13, 2016 | sales management

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