by Dave Kahle | Dec 21, 2023 | Sales-Miscellaneous
Q. Dave, I’m interested in what you would recommend for a subscription to a monthly sales magazine and a sales improvement seminar. A. You have touched one of my hot-buttons with this question. ...
by Dave Kahle | Dec 7, 2023 | Sales-Miscellaneous
by Dave Kahle Every day, salespeople are confronted with the necessity to make these three time management decisions well: Where to go? Who to see? What to do? The master salesperson understands that consistently making thosedecisions well...
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...
by Dave Kahle | Oct 5, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
The single most powerful tool that a sales person has is a well-phrased, appropriately asked question. Nothing else compares to the impact a good question can have on the customer and the sales process. ...
by Dave Kahle | Sep 21, 2023 | Sales-Miscellaneous
Remember John Delorean? He was the superstar General Motors executive who started the Delorean Motor Company. When the company began to falter, he was arrested and charged with complicity in a drug deal that some speculated was an attempt to raise money...
by Dave Kahle | Sep 16, 2023 | Sales-Miscellaneous, Sales-Wholesale Distributor, Sales-B2B
Excerpted from Take Your Sales Performance Up-a-Notch Most sales people love to be active — out in our territories, seeing people, solving problems, putting deals together. This activity-orientation is one of the characteristics of a sales personality. A...
