Sales Strategy
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 best practice for sales people by Dave Kahle, author and leading sales educator. “This would be a great business if it weren’t for the competition!” Unfortunately, the existence of the competition impacts every industry, every business and every sales position. What the competition does or does not do can make a dramatic impact upon a company and…
Read More Did you catch that Clydesdales commercial during the 2013 Super Bowl? Budweiser had just a bit of an audience that day, yes? Now – think back. How did it end? How many names did they collect? What’s the last action you can do to be a tiny part of this masterful piece of marketing? If you can get your audience…
Read More When it comes to what it means to “be yourself,” I can make a good case that it means your values, beliefs and world view – the deeper layers.
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 If you sell software in today’s competitive environment and find yourself doing demonstration after demonstration, after demonstration without closing your share of business, guess what? You’re letting the prospective customer take advantage of you. Customers are the most savvy people in the world and they are masters at taking up your valuable time if you allow them to do so. …
Read MoreGood sales managers will tell their staff that it’s OK to get no for an answer as long as it’s during the initial call or sales visit. This makes perfect sense as no one wants to spend their valuable time when the opportunity for a sale simply doesn’t exist. But in the world of sales, no does not always mean…
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