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...
By Dave Kahle “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,...
By Dave Kahle The role of beliefs in limiting behavior As a sales trainer, I often confront a difficult obstacle that stands in the way of developing more effective sales people. Too often sales people are hindered by limiting beliefs that prevent them...
How do you effectively and consistently grow your business? When it comes to “what not to do,” here’s a common practice – “Popcorn.” Imagine kernels of popcorn simmering in hot oil in the bottom of an old-fashioned popcorn popper. As the heat grows, one of the...
The Five Most Common Mistakes Salespeople Make – Part One.By Dave Kahle Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people. Certain negative...
A. By “dropped the ball”, you can be referring to two different situations. First, it was your company who messed up. Your company didn’t fulfill the promises you made. Or,...
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