Professional Sales Tips
Sales professionals have a tough job. While constantly under pressure to make their monthly or quarterly sales numbers they have to deal with prospects that – well don’t always represent their position of authority or their company’s requirements accurately. You know the story. How many times have you been told that someone is the decision maker, only to learn later…
Read More Helping your prospect resolve uncertainty Regardless of the type of business you are in, your prospect has some idea of what he or she wants to buy. But most are not 100 percent sure because they may be dealing with uncertainty and experiencing insecurity. No one likes nor enjoys being uncertain or insecure and they are not going to buy…
Read More 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. Dave, I’m interested in what you would recommend for a subscription to a monthly sales magazine and a sales improvement seminar. A. You have touched one of my hot-buttons with this question. So, forgive me…
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Breaking the ice with new customers is based on the initial meeting or point of contact. With that, it is important to have an understanding of the prospect’s purpose and goals. Preparation and planning for that initial meeting is imperative. Although we use the word ‘meet’ to describe our first contact with new clients and others, what really matters is…
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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. What are your views on dress? Does it matter? A. Sure it matters. Everything that you say and do matters. Dress can be a powerful part of your persona. On one hand, how you dress…
Read More Five simple sales tips to get a handle on company problems that can impact your sales performance, from leading sales educator Dave Kahle.
Read More 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. By Dave Kahle Q. I have long enjoyed your articles. I am in my second year of being a full commission salesman and wanted to get your advice. When I make an onsite visit or pick…
Read More Today’s challenging economy may be the best thing that’s happened for sales professionals in more than a decade and here is why. Every financial decision at any size company is now going through a level of scrutiny like never before. If you cannot demonstrate that your product or service will provide the customer with a rapid return on investment your…
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