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...
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...
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...
