Practical Wisdom from Kahle Way Sales Systems

More than any other type of sales, B2B salespeople must be good at relationship building. You see your customers more often, and for longer periods of time than almost any other type of sales person. This means that you must build relationships that provide you a competitive edge over all of your competition. Here are eight powerful rules that will supercharge your relationship building.

It's the Risk, not the Price. https://www.thesalesresourcecenter.com/risk-not-price/

Many salespeople harbor a set of beliefs that hinder their performance. These often sound reasonable and are held onto without question. Looking a bit closer at them uncovers how they limit a salesperson's performance. One of the most harmful of these limiting beliefs is this: "I have my own style of selling."

Remember the television commercial of the salesperson driving down the expressway with a cell phone balanced on his shoulder, a cup of coffee in one hand, and a laptop computer teetering on the dashboard? The voice in the background says, "You know he's out there."

That's a frightening commercial because of the element of truth in it. The life of a salesperson these days is a battle with an overwhelming number of things to do, ever rising expectations, and conflicting pressures. Time management has never been more important.

Gaining mastery over you time can have the single biggest impact on your performance, your career and your life.

11 Secrets of Time Management for Salespeople

STRETCH -- The Strategic Time Management Course for Salespeople

Abusive customers are not fun. They're stressful, and they make you feel like crap. I've been on the receiving end of verbal abuse several times in my career, and it's never pleasant. "The Customer Is Always Right" is a nice saying that works well for most businesses, but sometimes there will be an aggressive person who feels like he or she can get away with being rude to service professionals because "the customer is always right."

This podcast talks about how to deal with this situation effectively while keeping your cool under pressure.

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

One of the challenges for a B2B salesperson is staying in front of the customer who buys occasionally. In this excerpt from How to Sell Anything to Anyone Anytime, I share two specific techniques to keep yo at the top of your customers' mind.

The most powerful sales call you can make is the one that goes on after the sale.

In this podcast, we'll cover how to use your customer's satisfaction with their purchase as a way to create future opportunities for yourself and your company. We'll also discuss how to turn an unsatisfied customer into a satisfied one. This will help you build long-term relationships with customers who are happy with what they purchased from you in the past, which means more business for you in the future!

Filling the top of the sales funnel with likely suspects is a problem for every sales organization. Sometimes, it takes a bit of creativity as well as common sense. Here are eight ways to identify new suspects.

"My customers don't have as much time to spend with me as they used to." That's a comment I'm hearing more frequently in my sales seminars. It's a growing phenomenon. Your customers used to be able to spend more time with you. But lately, it seems as though they are on tighter schedules and are harder to see. You just can't spend as much time with them as you'd like, because they're pressuring you to move on.

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

What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match? Have you been betrayed, or is there some other explanation? In any case, what do you do?

Check out the XI Community: https://x-icommunity.com/groupb2bsalespros/

Selling is at the same time both simple and incredibly challenging.

It is simple in that almost every adult of reasonable intelligence, who has just a modicum of people skills, can understand it and do it. It is incredibly challenging in that to become exceptionally good at it takes the better part of a life-time of effort and practice. In this podcast, I show you how to make it simple.