Sales Training
Good sales managers will tell their staff that it’s OK to get no for an answer as long as it’s during the initial call or sales visit. This makes perfect sense as no one wants to spend their valuable time when the opportunity for a sale simply doesn’t exist. But in the world of sales, no does not always mean…
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Selling is an art and effective sales people have mastered the art of proper communication during the selling process using three simple but effective techniques called “probing”. There are three types of probing questions: open probes, closed probes and supporting probes. Open Probes When you begin your dialogue with a potential customer or prospect you want to encourage them to…
Read More A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle Most time studies of field salespeople reveal that the typical salesperson only spends 25 to 30 percent of his/her work week actually talking with customers and prospects. Much of the remainder of that time is spent alone. That isolation can be…
Read More This is a Sales Best Practices article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a…
Read MoreThis is a Sales Question and Answer article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. In regards to personality conflicts with an account, at what point do you walk away and let someone else in your organization try? A. Great question. Let me answer in two ways.…
Read More Nothing can be more frustrating for management than seeing new leads and promising sales opportunities fall through the cracks, but this is often the norm for many small to mid-size businesses. And when it comes to timely and accurate sales forecast, well sales management might be better served looking into a crystal ball. Why do so many small and mid-size…
Read More A sales pipeline does nothing more than provide you with an analysis of the demand for your product or service. It’s the management of the pipeline that helps improve close ratios and drive more revenue. In order to properly manage the sales pipeline you need an effective system that can properly display where each opportunity is in the sales cycle.…
Read MoreA best practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle The best salespeople understand that their company has assembled a collection of resources into which they can tap in order to further their sales success. One such resource is your sales manager. Now, I understand that the quality of sales managers…
Read More This is a Question and Answer article for sales people from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. I have many customers who refuse to even consider some of my products because the one they have now is working fine and they don’t want to change something that is working well for…
Read More Here are the four most common time-wasters I’ve observed. See if any apply to you or your sales people.
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