Sales Training
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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“Every profession expects the serious practitioner of that profession to continually seek out the best practices of that profession, and then to roll them into his/her routine with discipline.” That statement comes out of my mouth in almost every seminar or key-note that I present. Sometimes I follow it up with the ironic observation that there is, apparently, one exception…
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Q. My boss recently decided that we must call prospects once every hour, every day, until we get a yes or no, regardless of what they say, or if it’s voicemail. What’s your opinion of this? A. I really think there are two questions here. The first has to do with this practice – Is it a good idea to…
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Best Practice # 17: Understands the science of making good first impressions, and uses specific techniques to get the relationship off to a good start.
Read MoreHow sales people can sell better by positioning themselves with power, an article by Dave Kahle for B2B sales people, and wholesale distributor sales people.
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What to do when the customer wants to spread the business among several vendors? A question and answer by Dave Kahle for sales people.
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Dave Kahle discusses differentiating yourself from the competition, a best practice for sales people.
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How to become an astute planner for sales people, an article by Dave Kahle.
Read More Getting an appointment, a question and answer for sales people by Dave Kahle.
Read More A best practice for salespeople by Dave Kahle. I just rode with two sales people for one of my clients. One of them went off with only the address of the company in his head. He took nothing into the sales call, and took no notes afterward. The other had looked up each call in the company’s CRM system, and…
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