by Dave Kahle | Oct 29, 2016 | Professional B2B salespeople, Sales practices & strategies
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 20, 2016 | Personal Improvement, Professional B2B salespeople, Sales practices & strategies
Good time management for sales people has been an obsession of mine for more than 30 years. In the last decade, I’ve been involved in helping tens of thousands of sales people improve their results through more effective use of their time. Over the years, I’ve seen...
by Dave Kahle | Sep 10, 2016 | Personal Improvement, Professional B2B salespeople, Sales practices & strategies
Building rapport with customers is like squirting oil into gears. Imagine some gears grinding together. When you squirt lubricating oil into the gears, you reduce the friction and make everything work smoother. So it is when two people interact with each other....
by Dave Kahle | Sep 1, 2016 | Personal Improvement, Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
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 | Personal Improvement, Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
“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...