Sales Tips
Why do many salespeople bail out when a prospect says that the sale is not going to happen? By changing the script, you could turn a “no” into a “Let’s work on it.”
Read MoreQ. I find it difficult to stay upbeat and positive all the time. I have a tendency to get down on myself when something goes poorly and then find it hard to look forward to the next sales call. I can’t be the only sales person who struggles with this. Can you help?
Read MoreWhich sales question is more effective: “Anything else?” vs. “What else can I do?”
Read MoreOver 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 four of my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number Four: Poor questioning This is a…
Read MoreQuestion and Answer for Sales People By Dave Kahle Q. Customers ask every year at “budget” time for us (as their main distributor) to give them a better discount. Will this ever stop? A. No. Q. How can we continue to grow when we keep giving away margin? A. Let’s think about this one together. If your margins are greater…
Read MoreProfessional sales tips by Larry Caretsky. All it takes is seconds for people to start forming a picture of who you are. Make sure they like what they see. Read more: First Impressions: 5 Things Not to Screw Up | Inc.com Image “Business woman shaking hands with a client” courtesy of stockimages/FreeDigitalPhotos.net
Read MoreBy Dave Kahle Q. I recently gained an order from a new customer for 10 items. We back ordered four of the ten. My customer is quite upset with me and my company’s purchasing agents. Our relationship is strained because of someone in my company’s poor performance. What would you do? A. Ah. The proverbial “backorder” problem. What would we…
Read MoreBest 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…
Read MoreBy 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…
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