Sales Best Practice
It doesn’t matter how we feel about the customer. What does matter is how the customer feels about us.
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By Dave Kahle One of the most debilitating myths about the sales profession is that sales people can learn on their own, on the job, and eventually become good at their jobs. This myth implies they’ll eventually develop their own style, and that will bring them the maximum results. That myth is true for about five percent of the sales…
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Relationships with inside people, a best sales practice by Dave Kahle. By Dave Kahle Best Practice #13: Has an excellent relationship with customer service, purchasing and all the support staff inside his/her organization. This is such an important practice that I have named it one of my top eleven time management strategies. If you have the book, Eleven Secrets of…
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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…
Read More EATONTOWN, N.J., April 23, 2014 /Small Business Digest/ — In a radio interview with Small Business Digest, Larry Caretsky, CEO of Commence, discusses best practices for sales people and how the ability to get up and “try, try again” after a failure will create a strong and successful sales rep. Click to listen to the podcast
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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 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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A best practice for sales people by Dave Kahle.
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Dave Kahle explains why managing your thoughts and emotions is one of those higher-level practices of the best salespeople.
Read MoreBy Dave Kahle Every now and then I encounter a salesperson who believes that it is to his advantage to have all the calls and requests from the customer go to him personally. Picture a salesperson with his arms wide open, trying to encircle and control every relationship with the customer, every communication, and every transaction. Salespeople with this mentality…
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