by Dave Kahle | Jan 12, 2017 | B2B sales, best practices for sales people, key account sales, sales techniques, selling
I just fired my accountants. They really hadn’t done anything wrong. They were responsive when I called. They appeared to keep up with the latest information in their profession. Their work was neat, accurate and timely. Their prices were fair. They conducted...
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 | 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 | Sep 10, 2015 | B2B sales, sales management, selling
Every manager has, or will, confront this troublesome issue. It’s arisen in every workshop for sales managers or branch managers I’ve done. One or more of your sales people has leveled off. Their performance hasn’t improved much in the last few years. Where before...
by Dave Kahle | Aug 26, 2015 | B2B sales, best practices for sales people, how to sell, sales techniques, selling
The world is full of sales people who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that sales people hide behind to keep from...
by Dave Kahle | Aug 14, 2015 | B2B sales, best practices for sales people, how to sell, sales lessons, selling
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...
