Sales Best Practices
A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle “Mañana.” It will wait until tomorrow. There are times when it is so tempting to tell yourself that, and to actually believe it. Clearly, sometimes it is true. However, when we continually put off for tomorrow those things that could and…
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 A best practice for sales people by Dave Kahle, author and leading sales educator. By Dave Kahle The job of the sales person is always a bit of a balancing act. On one hand, we continually cruise our territory to see what opportunities look the most promising. We’re constantly scanning the account base to identify that to which we should…
Read More Best Salespeople Selling products or services has never been easy. For every successful salesperson there are ten unsuccessful ones. So what makes one salesperson better than the other? Well you can point to a host of things such as their product knowledge, their understanding of the value their product or service provides, their follow-up and persistence, knowledge of competitive products…
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 A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle The best salespeople earn that designation because they write more business than the mass of salespeople. They get the order! One of the practices that contributes to that success is that of “closing the sale”. Unfortunately, there is no one issue…
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…
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A Best Practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle The best salespeople understand that the more comfortable the customer is with their company, the less risk the customer perceives there to be in dealing with them, and the more likely it is that the customer will prefer their company as…
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. Dave, I am finding it difficult to manage my personal finances. As a commissioned sales person, my income varies from month to month. It seems like I’m always struggling with finances. Do you have…
Read More This is why the best sales people are the best. They regularly spend time and money on the pursuit of perfection.
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