Practical Wisdom from Kahle Way Sales Systems

Call reluctance is the term used to describe a salesperson’s hesitancy to make the next sales call. It’s a common issue that can detract from a salesperson’s performance. In this piece, we provide some solutions.

Customers always create a perception about the sales people who call on them. Sometimes this perception works for us, and sometimes it works against us. By intentionally influencing our position with the customer, we can influence the customer’s perception and impact the sale. We can influence the customers’ view of us by how we position ourselves.

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?

In a misguided attempt to stay busy and see as many people as possible, too many salespeople subscribe to the theory that any activity is good activity. Sales people now must confront an overwhelming number of potential “things to do,” and that requires them to make decisions about which customers in which to invest their time, to prioritize their activities every day, and to continually choose from a menu of possible activities. In other words, sales people must now engage in strategic planning.

Here’s one of the foundational principles for sales success: You’ll always be more effective if you think about what you do before you do it.  In this podcast, I unpack that statement, and provide you with a step-by-step planning process you can use for to take your sales performance to a higher level.

Sales is an emotional roller coaster, and unless you figure out how to manage those emotions and keep yourself motivated, you’ll have a difficult time succeeding. Unpack this issue and gain specific ideas and techniques to keep yourself motivated.

It’s the moment that many salespeople dread. You’ve asked the customer to do something – give you an appointment, issue a P.O., or schedule a demonstration and, instead of saying “Yes,” the customer gives you a reason why he/she does not want to do what you’ve asked him or her to do. Here’s how to handle the objection effectively.

The quickest way to improve your performance is to improve your use of time. Salespeople are often guilty of these four common time wasting habits. See if you are guilty of any of them, and then eliminate them to improve your sales results.

Salespeople are overwhelmed with too much to do and not enough time in which to do it. Something must change. The best way to take control of your time is to change the way you think and the amount of time you spend thinking. In this post, we share three specific ways to do that.

There is something about adversity that has the power to linger forever in our memories, shaping our character and molding our behavior for the rest of our life. Here are three keys to dealing with it effectively.