Practical Wisdom from Kahle Way Sales Systems

I'm afraid for the future of our country. I'm afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society -- is rapidly disappearing. In its place, we are witnessing a whole host of alternatives. It is like thousands of years of human development has been shrugged to the side, and a new ethic of rushing to conclusions with little objective basis has replaced it. We are regressing to the Middle Ages.

One of the most common complaints I hear from my clients is this: "I can't seem to motivate the sales people to call on prospects and develop them into new customers."

There is a relatively simple, fun and inexpensive way to remedy this situation. It's called a sales blitz. Unfortunately, few companies are even aware of it, and fewer yet use it.

The Sels Master's Approach to Acquiring New Customers

Growing your sales is a goal for almost every business. The challenge is so great, however, that it spawns lots of mis-guided methods. Here are the four most common mistakes sales leaders make from a consultant who has worked with hundreds of them.

: "Can you boil down your advice to one word?"

That's what a seminar participant asked me. "No," I said, "but I can boil it down to three: Focus, focus, focus." I said that because I see 'focus' as the solution to a number of modern dilemmas.

Whether you are a small businessperson or a professional salesperson, you can utilize a powerful strategy to take your performance to dramatically higher levels -- leverage. Leverage revolves around the idea of multiplying the effects of some effort to gain more value from it. Leverage will take you to a higher level.

In recent years I've seen a deeper degradation in the learning potential of the work force fueled by a growing inability to concentrate. I'm afraid that much of the adult population in this country has become so conditioned to sound bites, texts and tweets that they have lost the discipline to "do the work." Like an unused muscle, their ability to concentrate has atrophied. On the one hand, that is alarming. On the other hand, it is a tremendous opportunity for you.

How do you effectively and consistently grow your business? One common mistake is to pursue a strategy I call popcorn, instead of building a solid sales system.

Focusing on one or more target markets is one of the key processes to building a successful sales system for your business or practice. But, business people are often unsure of how to go about the process of identifying those markets that hold the greatest potential. Here are seven strategies to help you identify your highest potential target markets.

One of the biggest decisions a business makes is the decision on which market segment to focus.

'Market segment' is the term that describes a group of suspects and prospects who have something in common. One of the most powerful principles of effective sales systems principles this: Define your target market as narrowly and precisely as possible. In this podcast, we unpack that powerful strategy.

We all have a sense that things are changing rapidly these days. It is more serious than that. We have entered into the Age of Turmoil and our ability to recognize and navigate it will be the single biggest challenge for the rest of our careers.

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