Sales Training
By Dave Kahle Q. How do you deal with a difficult customer who owes you money and constantly draws you out by hanging the money he owes you over your head? This customer also requires three times more service than most of our other customers. A. It sounds like this customer is taking advantage of you. I suspect that this…
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BP #12: Has a good system for keeping track of the things discussed with the customers. A best practice for sales people by Dave Kahle, author and leading sales educator. By Dave Kahle I am constantly amazed at the number of sales people who never take notes during or after the visit with a customer, thinking, I suppose, that they…
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How do I sell to an account that is firmly in the hands of a competitor – a difficult key account?
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We are pleased to announce that Dave Kahle, CEO of the Kahle Way has teamed up with Commence Corporation to offer sales training to Commence customers. Dave is one of the industry’s leading sales authorities. He has authored 12 books on the subject including Question Your Way to Sales Success, 11 Secrets of Time Management for Salespeople and his latest, How to…
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This is a Sales Question and Answer article from guest poster Dave Kahle author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. Q. Recently, as I was cold calling my target list in a new industry, I stumbled on my first serious opportunity. After meeting and gaining commitment from my new prospect, I asked the woman who first…
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Reporting is one of the most important and critical components of CRM software and should not be overlooked when evaluating CRM software packages. Basic CRM solutions provide standard pre-built reports primarily for account and contact management or for sales such as 30, 60, or 90-day forecasts. Other more robust packages offer customizable reporting where you can edit the pre-built reports…
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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…
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Larry Caretsky discusses sales management skills for professional sales people. Excerpt below: “…One of the most crucial skills you can help your sales team develop is the ability to effectively manage adversity and overcome rejection through the power of positive thinking.” Click here to read the full article on YoungUpstarts.com
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Q. Dave, I have read your comments about the value of entertaining, and I agree with you. But, I have a problem. I still find a percentage of customers who keep me at “arms length.” How do I overcome this attitude from the select few of my customers? A. What! Not everyone thinks you are great? Alas, it is the sales person’s…
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