Sales Best Practices
Which of these issues are worrying you these days? Keeping the good salespeople you have? Motivating your salespeople? Stimulating your salespeople to become more productive? Attracting good quality, new salespeople? If you are concerned about any one of these issues, you are not alone. These are near the top of almost every businessperson’s list these days. With good reason. If…
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We don’t get paid for what we know. We get paid for the results we bring as a result of the actions we take.
Read More Get back hours of selling time by learning how to screen and triage information.
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Too often salespeople are hindered by limiting beliefs that prevent them from implementing the best practices that can multiply their results.
Read More A best practice for sales people from Dave Kahle Best Practice #15: Regularly makes a sufficient quantity of presentations for the products, services and programs that we sell. By Dave Kahle “You’ve got to show it in order to sell it.” That simple advice given to me decades ago by a wise sales manager seems so simple and common sense.…
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Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people. Certain negative tendencies — mistakes that sales people make — keep surfacing. Here is number three of my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number Three: Contentment with the superficial There…
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Best Practice #11: Regularly implements a system to prevent being inundated with useless information. By Dave Kahle On first glance, this looks like a bit unrelated to the day-to-day challenges of an effective sales person. What has this to do with your interactions with your customers? Consider the issue of “sales time.” Sales time is the time that you actually…
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By Dave Kahle 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 to prop up the company. All of this was big news in Detroit, where I…
Read More A best practice for sales people by Dave Kahle, author and leading sales educator. By Dave Kahle Every now and then, I run across an idea which makes a significant impact on me. One such was the idea (I wish I could remember who first said it) that the surest indicator of success was the ability to deal effectively with…
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This is a best practice for sales people by Dave Kahle, author and leading sales educator. I’ve been pondering an email I recently received. In it, the young sales person described his most pressing challenge: The sales roller coaster. When things go well, he’s up, emotionally, and when things don’t go well, he’s down. The swings from up to down…
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