By Dave Kahle “I wish my people were more professional,” executives and managers often commiserate to me. Even with those who don’t voice it, that unspoken yearning often hovers just-under-the-surface of their conversation. Ah, if only the people around us were more...
By Dave Kahle Q. Dave, I’m finding it difficult to manage my sales people in our straight commission environment. Any suggestions as to how I can get them to do what I want them do? Here are some thoughts. First, let me recommend you go to my website, and read the...
I was up against the wall, with no options. Literally between a rock and a hard place. Here’s the story. I had left a very secure sales position for one with a lot more challenge, and a lot more risk. My new position was the opposite of my previous one in a number of...
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 Question: What is the best way to deal with a customer who only wants to hear lower prices? Answer: First, let me question the accuracy of your interpretation. There are very few customers who only want lower prices. One of the reasons why we hear...
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