by Dave Kahle | Nov 2, 2023 | Growth-Miscellaneous, Growth-Personal Development, Christian-Miscellaneous
In a recent training session, I recommended to a group of sales managers that they hire their next salesperson on the basis of that person’s character, rather than his/her skill, experience or knowledge. A couple of them looked like Bambi being...
by Dave Kahle | Nov 2, 2023 | Miscellaneous
Q. Being a branch manager and having six reps and no sales manager, how do you delegate some of their requests back to them without discouraging their efforts? A. Begin with clear expectations. What you expect the sales person to do ought not to be a...
by Dave Kahle | Oct 19, 2023 | Miscellaneous
Q. How do I get to see new prospects who won’t return voice mail? A. Since this continues to be one of the most asked-questions I receive, I’ve decided to spend several months on this question. In an earlier article, I talked about creating a powerful,...
by Dave Kahle | Oct 12, 2023 | Miscellaneous
Q. Here’s an issue that I confront with my salespeople all of the time. They are afraid to press for the next step, because they don’t want to experience the rejection of hearing a “NO.” So, they try to keep the sale alive by not asking for resolution. This keeps...
by Dave Kahle | Oct 12, 2023 | Sales-Miscellaneous
Sales is, at its most basic level, a relatively simple process. I recall one of my clients showing me the flow-chart of his sales process. Twenty six steps. That level of detail may be appropriate for that specific situation, but it is an overkill when...
