Practical Wisdom from Kahle Way Sales Systems

What's the best thing you can do in a sales call? 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?

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. 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 sales efforts.

          This podcast lays down that foundation. 

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

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/.

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.”

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 book: https://www.davekahle.com/wordpressblogs/11-secrets-time-management/

Time Management Course for Salespeople https://www.thesalesresourcecenter.com/salestimemanagementcourse/