It’s a common mindset. The field salesperson wants every communication with the customer to go through him/her. However, that idea costs both the company and the sale person dearly and frustrates the customers. It is an insidious hindrance to sales performance.

Occasionally, at a seminar or training program, I’ll overhear one sales person mention this to another -- “I have my own style of selling.”

          From my perspective, that idea is more detrimental to that sales person’s success than almost any other.  Not only that, but that idea holds down entire sales forces, renders sales management impotent, and dissipates the sales team’s potential. 

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

Here are two questions about tricky customer issues that I respond to in this podcast: 

If you dropped the ball with a customer, how can you redeem their trust again?

How do you know how far to push a sale without overstepping your bounds and threatening the sale and/or the relationship with the customer?

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

Over my career as a salesperson, I sold a variety of products in a variety of selling situations. I always did well, and was the number one sales person in the nation for two different companies in two different selling situations.

I was always a bit perplexed by my success. For almost my entire selling career, I could never understand why I was more successful than others in my company. Didn’t everybody do it this way?

XI Community for B2B Sales pros: https://x-icommunity.com/groupb2bsalespros/

In my thirty years of educating salespeople, I have encountered thousands of sales people, and worked with literally hundreds of sales organizations. The vast majority of them want to do better.  Yet, the vast majority of them remain at a level best described as “ordinary.”  In spite of their desire to excel, few do. 

          The reason is that they take the wrong path to sales success.  Only a few discover the hidden path to sales success.

XI Community: https://x-icommunity.com/groupb2

Does your dress matter in professional sales?  What are the rules of manners that you should be aware of?  These are two questions I was asked, and I respond to them both in this podcast.

There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.” There is no one aspect of sales that undeservedly receives more disproportionate time and talk than the subject of “closing the sale.”

In my experience, closing has never been the result of verbal gymnastics on my part. It’s not my clever refrains, my slick tactics, my memorized “objection over-comers” nor my manipulative perseverance that has brought me business.

Goal setting is one of the universal best practices for salespeople.  Yet, many salespeople don't make it a part of their routines.  The first step toward rectifying that is to understand why goals are such an important part of a successful salesperson' life.  Join us to see how goal setting can focus and energize your efforts.

In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals.  

            It’s an incredibly important and difficult job.  Unfortunately, it is often the most under-trained job in the entire organization.

          As a long-time consultant and educator of salespeople and sales managers, I frequently see these three most common maladies suffered by sales managers.

The Kahle Way Sales Management System

In this rapidly changing economy, everyone is looking for a simple fix to dealing with the uncertainty of our economic environment. And all but a few point their fingers at the changing economy as the source of their dismay.

Unfortunately, as long as our gaze is directed at “them” we will never free ourselves from the constraints on our income and prosperity. We can’t do anything about “them.”

The real secret to improving our conditions is to work on “us.”