by Dave Kahle | Aug 14, 2015 | Personal Improvement, Professional B2B salespeople, Sales practices & strategies
A difficult customer – someone who is angry or upset – can be one of the most challenging and rewarding encounters for most companies. If your people handle the situation well, you will often gain a long-term customer. Mishandle it, and you’ll watch the situation...
by Dave Kahle | Jun 15, 2015 | Personal Improvement, Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
By Dave Kahle “I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced sales people. What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny,...
by Dave Kahle | May 30, 2015 | Personal Improvement, Professional B2B salespeople, Sales practices & strategies
By Dave Kahle Question: What is the best way to deal with a customer who only wants to hear lower prices? Answer: First, let me question the accuracy of your interpretation. There are very few customers who only want lower prices. One of the reasons why we hear...
by Dave Kahle | May 9, 2015 | Personal Improvement, Professional B2B salespeople
Question & Answer for Sales People By Dave Kahle Q, I’m new to sales and to business in general. I don’t want to make a “manners” or “etiquette” mistake that could cause problems. Are there any special rules for business etiquette that I should know about? A...
by Dave Kahle | Apr 18, 2015 | Personal Improvement, Professional B2B salespeople, Sales Force Issues
By Dave Kahle The role of beliefs in limiting behavior As a sales trainer, I often confront a difficult obstacle that stands in the way of developing more effective sales people. Too often sales people are hindered by limiting beliefs that prevent them...
by Dave Kahle | Mar 14, 2015 | Personal Improvement, Professional B2B salespeople
In my first professional sales position, I spent six full weeks in sales training before I was released to go out into my territory. That included memorizing two five-page, single-spaced sales presentations, presenting them to the sales training class,...