Sales Strategy
It seems like almost every customer is saying that they are cutting back and delaying spending. How can I get them to loosen the purse strings and buy?
Read MoreYou’ll need to move outside of your comfort zones, become a whole lot more strategic, thoughtful, and better at what you do, and do some things differently.
Read MoreQuestion and Answer for Sales People By Dave Kahle Q. Customers ask every year at “budget” time for us (as their main distributor) to give them a better discount. Will this ever stop? A. No. Q. How can we continue to grow when we keep giving away margin? A. Let’s think about this one together. If your margins are greater…
Read MoreQuestion and Answer for Sales People By Dave Kahle Q. I have been receiving your monthly e mail and have read several of your books. I work as an account manager for a large industrial supplier. I love your strategies and ideas but I haven’t found a specific way to overcome my most recent obstacle. I have been moved around…
Read MoreBy Dave Kahle “I really struggle with the highs and lows of field sales. Most days I feel like the weight of the world is on my shoulders. Any suggestions?” This is one of those rarely voiced issues that every sales person confronts sooner or later. The job of the sales person produces an emotional roller coaster, and unless you…
Read MoreHow do I sell to an account that is firmly in the hands of a competitor – a difficult key account?
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. Q. Recently, as I was cold calling my target list in a new industry, I stumbled on my first serious opportunity. After meeting and gaining commitment from my new prospect, I asked the woman who first…
Read MoreWhat to do when the customer wants to spread the business among several vendors? A question and answer by Dave Kahle for sales people.
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