Practical Wisdom from Kahle Way Sales Systems

How do I sell to an account that is firmly in the hands of a competitor – a difficult key account? How do you manage this account? What should you do? Join me to unpack this common and frustrating situation.

The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace. We are in extraordinary times. And unprecedented times call for unique and disciplined approaches if we are to survive and thrive.

In this podcast, I begin a series to help us dig deeper into the strategies that will help us survive and thrive in these turbulent times.

Download the Free E-book: https://www.davekahle.com/turbulent-times-ebook/

One of the top ten strategies for effective time management for salespeople is this: Nurture helpful relationships. Listen as Dave unpacks this powerful strategy and shows you how to enhance your effectiveness by implementing this concept.

The Sales Leader's Excellence & Influence Course: https://www.thesalesresourcecenter.com/kahle-way-sales-management-system-course/

There is one tool that it so far superior to anything else, that it is in a class by itself. Asking a good question is the single-most effective thing you can do with a customer. A well-phrased, appropriately-timed question is your most powerful sales tool. In this podcast, we drill down into it.

The Sales Leader's Excellence & Influence Course: https://www.thesalesresourcecenter.com/kahle-way-sales-management-system-course/

How can I sell when I'm not the lowest price? I wish I had a dollar for every time I was asked that question in a sales training session.

First, let's start with this premise: "Low price" is not the main reason people buy! In every survey of buying motivations I've ever read, low price is never the primary motivation. Yes, it's important. And, when everything else is equal, it will be the deciding factor. But very rarely is everything else equal. And very few people in this world buy only on the basis of low price.

Q. I have a problem. I still find a percentage of customers who keep me at "arms length." How do I overcome this attitude from the select few of my customers?

Q. You have convinced me that spending time face-to-face with customers is the best use of my sales time. How much of my week should I spend entertaining customers; taking them to lunch, ballgames, etc.?

Listen to Dave's responses to these questions.

Sales Leader's Excellence & Influence Course: https://www.thesalesresourcecenter.com/kahle-way-sales-management-system-course/

In all of my training and consulting work, I've found it helpful to establish, right at the beginning, a big picture view of the sales process.

Once we have an overview, we can understand every sales principle and practice, and use the big picture to focus our efforts to improve the effectiveness of our organization and our personal efforts.

This podcast lays down that foundation.

Sales Leader's Excellence & Influence Course: https://www.thesalesresourcecenter.com/kahle-way-sales-management-system-course/

Things are changing at an unprecedented pace and will continue to do so. This is not an event, but a permanent state of affairs. The only way to assure that we survive and thrive in this environment is to become adept at the ultimate sales improvement skill – purposeful, self-directed learning.

The XI Community: https://x-icommunity.com/groupb2bsalespros/

This podcast answers these questions: Q. What do we do when a customer wants to spread the business between several vendors, even though I know we can provide better service? Q. How can I get between my competitor, and these contacts that are, in some cases, close friends with him for 20+ years?

Over the 30+ years that I have been working with B2B sales forces, I'm often asked this question: "If you could improve a sales person in just one thing that would bring the quickest and biggest change, what would it be?"

My answer: Better time management. Here's why.

To learn about STRETCH – The Strategic Time Management Course for B2B Salespeople, click here: https://www.thesalesresourcecenter.com/salestimemanagementcourse/.

To learn about Dave's book, 11 Secrets of Time Management for Salespeople, click here. https://www.davekahle.com/11-secrets-time-management/.