Immersion B2B Sales
Unlock Your Sales Potential Today
EMPOWER YOUR TEAM TO sELL BETTER!
The Kahle Way® B2B Selling System Immersion Program
Not Just Sales Skills & Techniques - A Transformation in Selling...
The Immersion Program is authored by one of the world’s most widely recognized authorities on B2B sales: Dave Kahle. Dave has written 13 books which have been translated into 8 languages and are available in over 20 countries. He has appeared in front of the conferences of 89 national associations, and personally worked with over 429 individual companies. He’s touched literally thousands of companies and tens of thousands of B2B sales people through his seminars and webinars.
We’ll help you become a B2B sales guru!
We’ve done it with 1000’s of VPs and Sales Managers…
“Having someone like Dave Kahle on my side is invaluable.”
– Brian Balasko, Vice President of Sales, Modern Builders Supply
The Content:
The content is divided into two major sections:
Getting Ready! – help sales people learn to organize and plan effectively.
Getting to It! – help sales people master the four face-to-face selling competencies.
This is the gold standard for distributor sales training. Sixteen powerful, proven modules teach the best practices of the best sales people.
This course can change a sales person’s career.
- Module 1
Introduction to the selling system and the fundamental sales success strategy for our times - Module 2
How to set goals for every area of your life, including your sales performance. - Module 3
How to become organized for success. - Module 4
The most powerful time management strategy for sales people.
- Module 5
How to understand, and plan for, the penetration of key accounts. - Module 6
How to refresh and refocus yourself every month. - Module 7
Learn a unique and useful way to understand and plan for every aspect of a sales call. - Module 8
How to connect with your customer by making everyone comfortable with you.
- Module 9
How to connect with your customer by building positive business relationships. - Module 10
How to prepare better sales questions. - Module 11
How to use questions more effectively. - Module 12
How to plan to increase the quantity and quality of your presentations.
- Module 13
How to deliver a persuasive presentation. - Module 14
How to understand closing in a practical, common sense way. - Module 15
How to deal with your customer’s concerns effectively. - Module 16
Summary of the selling system.
GET THE RESULTS YOU’VE BEEN STRIVING FOR…
EACH MONTH, sales people are “immersed” into one principle and best practice. The content is designed for the active sales person in the field, with practical exercises and applications
EACH WEEK, every sales person receives an email containing a link to a multimedia file. In this way, we accommodate every learning style, and keep the content on the top if the sales person’s mind. Typically, they receive a video, a blog post, a podcast, a set of exercises, and an application exercise.
The SALES MANAGER receives everything the sales person does, as well as an end-of-the-month set of questions to use in a monthly AEF meeting (Accountability / Encouragement / Follow-up). These AEF meetings:
– hold the sales person accountable.
– provide an opportunity for the sales manager to share wisdom.
– allow the sales team to learn from one another.
– are 1 hour, once per month.
HELPFUL WHOLESALER DISTRIBUTOR RESOURCES
HELPFUL BLOGPOSTS…
Ten Commandments of an Ethical Salesperson – Sales is a profession that is ripe with temptation. Salespeople deal with a lot of people, and a lot of money. Either one of those by itself presents a challenge. Add them together and it can be overwhelming. Here are some guidelines to help you stay on the right side. www.thesalesresourcecenter.com/ethical-sales
The Ultimate Business Survival Skill – Purposeful Learning – I am convinced that the process of continuously improving – not only professionally in the core competencies of a professional salesperson, but also personally as well – is the ultimate success skill for our time. www.thesalesresourcecenter.com/purposeful-learning
Investing Time in Customers – My response to this question: Our “A” customers do 90% of our business. How much time or effort would you put into your “B” customers to bring them up to “A” customers? www.thesalesresourcecenter.com/investing-time-customersB2B Sales Myths: Great Relationships – The sales profession is replete with myths that salespeople tell themselves, and then believe, that hinder their performance. This is the first of a series on these myths. In this piece, we look at the idea that “I have great relationships with my customers.” www.thesalesresourcecenter.com/sales-myths-b2b-great-relationships
B2B Sales Myths: Great Relationships – The sales profession is replete with myths that salespeople tell themselves, and then believe, hinder their performance. This is the first of a series on these myths. In this piece, we look at the idea that “I have great relationships with my customers.” www.thesalesresourcecenter.com/sales-myths-b2b-great-relationships
HELPFUL SALES PODCASTS…
Strategic Planning for Salespeople – In a misguided attempt to stay busy and see as many people as possible, too many salespeople subscribe to the theory that any activity is good activity. Strategic planning helps them confront the overwhelming number of potential “things to do,” and that requires them to make decisions about which customers in which to invest their time, to prioritize their activities every day, and to continually choose from a menu of possible activities. In other words, sales people must now engage in strategic planning. www.thesalesresourcecenter.com/podcast/strategic-planning-for-salespeople
Is the Sales Selling System the Solution? – At its most fundamental level, sales and business is always only about three things: money, people and systems. There is a huge body of content revolving around money in business. When it comes to people, as an element in business, there is an equally impressive body of knowledge and infrastructure. That is not the case for systems, however. And yet effective systems are, at the very least, just as necessary to the growth and health of a business as good people and adequate funds. www.thesalesresourcecenter.com/podcast/is-the-system-the-solution
Preparing Better Sales Questions – One of the most powerful sales tools for a professional sales person is a powerfully phrased question. They don’t generally come out of the blue, on the spur of the moment. Rather, professional sales people take the time to prepare their major questions word for word. Here’ s how to do it. www.thesalesresourcecenter.com/podcast/preparing-better-sales-questions
The Four Biggest Time Wasters for Salespeople – The quickest way to improve your performance is to improve your use of time. Salespeople are often guilty of these four common time wasting habits. See if you are guilty of any of them, and then eliminate them to improve your sales results. www.thesalesresourcecenter.com/podcast/the-four-biggest-time-wasters-for-salespeople