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The Question is the Key!

The Question is the Key!

by Dave Kahle | Sep 1, 2016 | B2B sales, best practices for sales people, how to sell, sales strategy, sales techniques, selling

Better Sales Questions Focus, focus, focus.  That’s 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. ...
Dealing with your customers’ time constraints

Dealing with your customers’ time constraints

by Dave Kahle | Aug 30, 2016 | B2B sales, best practices for sales people, how to sell, key account sales, sales strategy, sales techniques

“My customers don’t have as much time to spend with me as they used to.” That’s a comment I’m hearing more frequently in my sales seminars. It’s a growing phenomenon. Your customers used to be able to spend more time with you. But...
Best Practices for Sales People:  #47 — Is guided by an intentional sales process

Best Practices for Sales People: #47 — Is guided by an intentional sales process

by Dave Kahle | Aug 5, 2016 | B2B sales, best practices for sales people, how to sell, sales strategy

All too often, sales people are directed by the urgencies of the moment:  A lead pops up, a customer calls with a problem, or some paperwork needs your attention.  They find themselves busily pursuing an agenda created by other people.  They are busy, but too often...
Capturing the Impenetrable Account

Capturing the Impenetrable Account

by Dave Kahle | Jul 26, 2016 | B2B sales, best practices for sales people, key account sales, sales strategy, sales techniques

How do I sell to an account that is firmly in the hands of a competitor – an impenetrable account? In one form or another, I hear that question at almost every sales seminar I teach.  It’s a great question, reflecting one of the most perplexing and frustrating...

Q & A for Sales People: Happy with the Current Supplier

by Dave Kahle | Jul 25, 2016 | B2B sales, best practices for sales people, sales strategy, sales techniques

Question: When we get through to the person we want to talk to, we most often hear that they are happy with their current supplier. How can we overcome that? Answer: You are encountering the classic B2B prospect put-off.  There are a number of ways to deal with this. ...
Strategic Planning for Sales People

Strategic Planning for Sales People

by Dave Kahle | Jul 15, 2016 | B2B sales, best practices for sales people, sales strategy, time management for sales people

Strategic planning for sales people is not often a phrase in the avrage sales force’s repertoire. Unfortunately, the all too common description of the field sales person’s modus operandi is “Ready, shoot, aim.”  .  In a misguided attempt to stay busy and see as...
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