A study of the behavioral characteristics of the best sales people was published a few years ago. One of the not-so-surprising conclusions was this: The best sales people “listen more constructively” than their more average counterparts. What does it mean to “listen...
https://www.davekahle.com/wordpressblogs/2016/06/13/meaningful-sales-meetings/
Focus, focus, focus. That’s the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. There are so many demands...
The propensity to take risks. What sets the exceptional professional apart from the average? Regardless of what the profession, from sales to psychiatry, the exceptional professionals share certain characteristics. Here’s one: The propensity to take risks. Now,...
Question: Any advice for a sales person in this economy? 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? Answer: Great question. I’m sure this change in the...
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