Powerful Sales Strategy
Three strategies for reducing the risk in sales.
Read More This is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. Q. I worked on a large bid for a company with which I had relationships in the past. I knew that we could do a great job for them but I also knew the buyer in charge of…
Read More This is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.” Every new sales manager must view the process of encouraging his/her sales force to “close the sale” as an initiation…
Read More This is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. Article By Dave Kahle Q. Dave, I have been a fan for a number of years, and have a number of your books. In the last couple of years, I have grown increasingly frustrated. Why won’t people respond…
Read More Life’s too short, and business is too busy to deal with people you can’t trust. The question, then, for you as a sales person is this: Do your customers see you as trustworthy?
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 “How do you create a perceived value to differentiate yourself from the competition when you are both selling a commodity?” That’s a question I’m often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of technological development and our ultra-competitive global economy means that no one can keep a competitive edge…
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Thinking about Sales… By Dave Kahle It’s a difficult year for a lot of sales people. The world is changing rapidly, and every new headline contains information that seems to impact business in a significant way. The competition is more active, customers are more discriminating, and nobody has enough time. There was a time, just a few years ago, when…
Read More While memorizing presentations may be a vestige of years gone by, that in no way reduces the need to make a well designed, practiced sales presentation.
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