Dave has presented in 47 states and eleven countries. He holds both a Bachelor of Education degree and a Master’s of Arts in Teaching, and has a reputation for creating and delivering practical, insightful strategies, principles, processes, practices and tools. The Sales Resource Center is the ultimate expression of his unique combination of gifts.
Does every sales person have his own ‘style?’
I have my own style of selling.”
That is a remark I have heard a number of times, usually from relatively inexperienced sales people.
What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny, and I probably am not going to learn anything from you.”
Q & A for Sales People: Low Price (QA-S-15)
One of the reasons why we hear “lower prices” from many customers is that we haven’t given them a reason to spend more. Are you really convinced that the customer doesn’t care about anything except lower prices?
First, the Sales Managers
Most astute principals and chief sales officers realize that in this very competitive economic environment, those companies who sell better than the rest will take market share away from their less effective competitors.
Yet budgets are still tight, and nervous CEOs are hesitant to fund broad-based sales initiatives. What to do?
Start with the sales managers.
Etiquette in Sales…
Question & Answer for Sales People By Dave Kahle Q, I’m new to sales and to business in general. I don’t want to make a “manners” or “etiquette” mistake that could cause problems. Are there any special rules for business etiquette that I should know about? A...
Beliefs that limit a salesperson’s performance: I must believe in a product in order to sell it
Too often sales people are hindered by limiting beliefs that prevent them from implementing the best practices, principles and processes that can multiply their results. They remain bound by internal barriers of their own conception.
The Three Most Common Mistakes Sales Managers Make
Alas, only a small percentage of untrained sales managers ever really figure it out, arriving by trial and error and after hours of study at the best practices of an effective sales manager. The overwhelming majority find themselves caught up in the urgencies of the moment, the tempting details of all the transactions, and the continuing onslaught of crises, and are never able to set in place a systematic blueprint for their success.
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