by Dave Kahle | Dec 20, 2016 | B2B sales, how to sell, sales techniques
Does this sound familiar? You have more customers to take care of, more variety of products and services to sell, more information to manage, and more meetings to go to today than you did a year or so ago. Welcome to the compressed, chaotic job that is the life of...
by Dave Kahle | Oct 29, 2016 | B2B sales, best practices for sales people, sales techniques
No one looks forward to an encounter with an angry or difficult customer. Most of us can’t help but feel emotionally impacted by an upset customer. An ugly incident can ruin our entire day. Not only that, but there is usually some damage that can be done to the...
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. ...
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...
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...
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. ...
