Practical Wisdom from Kahle Way Sales Systems

We've all heard the numbers: Consumer confidence is down, retail sales are down. And for many of us, the markets we serve are down, as well. There is an important relationship to note here. Confidence – an attitude – is down, so sales are down. When confidence is up, sales follow.

The principle at work here is this: Our actions follow our attitudes. The relationship between actions and attitudes is so close, that the two go hand-in-hand, and our actions can be seen as outward expressions of our attitudes.

OK, so what does that have to do with you? Here's what: If the markets you serve are down, that action (lack of buying) is a result of an attitude (lack of confidence). And you can influence that attitude, and be part of the solution, or be influenced by it, and thus contribute to the problem.

We are all familiar with the Pareto principle, which, when applied to the world of sales, says that 80% of the business comes from 20% of the customers. As a general rule, that 80/20 rule is accurate in lots of different situations. Whenever there is a large group producing something, 20% of the people produce 80% of the results.

The "Five Percent Principle" states that five percent of the people produce 50% of the outcome. It can become a powerful marketing principle in your business.

Have recent events left you unemployed? I can empathize. I have been there. In my life, I've had three major periods of unemployment. I understand the uncertainty, anxiety and self-doubt that comes with that. You just don't feel like life is as worthwhile unless you have a solid, fulfilling job.

Because of my experience, I have made it a point to be available to friends and colleagues who are unemployed. I've met with dozens. Here's some of what I have learned about finding your next professional job.

Successful people – and successful salespeople – routinely set goals. In this podcast, we explain why and how. You'll master a process you can use forever.

Because a salesperson's income is often unpredictable, salespeople need to develop some disciplines and principles to guide their personal finances. This article lays provides some tips and techniques to manage your personal finances.

In an earlier podcast, I suggested some strategies for effectively handling the changes wrought by the pandemic.

In this one, I'm looking at your broader responsibilities. What about your business or organization? Are there some things you should be doing to prepare your business for life on the other side of social distancing? Here's one person's experience and wisdom.

Get Kahle's Kalculation here: https://www.thesalesresourcecenter.com/kahles-kalculation-sales-productivity-measurement/

Check out the Kahle Way(r) B2B Selling System here: https://www.thesalesresourcecenter.com/immersion-b2b-sales/

Sales leaders often lament the lack of professionalism in the world of sales. Unfortunately, there is not a standard for what it means to be a professional salesperson. Let's take a close look at what a professional salesperson is and is not.

You may want to read: The Character of a Successful Salesperson https://www.thesalesresourcecenter.com/character-successful-salespeople/

: In my first professional selling job, I learned a fundamental principle which is all too often disregarded by sales people today. The principle is this: If you are going to present effectively, you must prepare thoroughly.

Unfortunately, far too many salespeople fail to thoroughly prepare their presentations. There are a variety of reasons.

In this podcast, I examine some of those reasons and offer some recommendations.

We are in the middle of some difficult times. Rather than belabor that point, I'd like to come to the heart of the problem: What do we do? We need to answer that question in an immediate, urgent basis: What do we do right now?

We also need to answer the question in a strategic, on-going way. What do we do this week, this month, this year? How shall we wisely and prudently arrange our activities – not just for this moment, for the next few months? Ultimately, as we sort through our lives, as we think about our careers and guide our businesses, we need to confront and answer that question.

In this podcast I share some experience and wisdom as someone who has been here before.

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.