Practical Wisdom from Kahle Way Sales Systems

The rules have changed. Now, you must add value to every sales call. This article unpacks that idea and provides two specific techniques to add value to every sales call.

I believe that there are certainly practices in the business world where morality perfectly coincides with wise business.  Integrity is one such practice.  It is both good business as well as good morals. Here's why...

Customers asking about a 'lower price' is a universal headache for B2B salespeople.  In this session, I respond to four specific questions on that theme. Gain some insights and ideas you may never have had before.

One of my clients recently mentioned to me that, when hiring prospective sales people, he looks for a “passion for sales” in their personality. The idea struck me. I had never really thought in those terms before. What is a ‘passion for sales?’ What does it look like? Is it really an indicator of a successful sales person? And, how do you identify it?

I am convinced that the process of continuously improving – not only professionally in the core competencies of a professional sales person, but also personally as well – is the ultimate success skill for our time.

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.

Every salesperson must deal with customer objections. In this first of two, I reveal a technique that will make the process much easier.

“Can you boil down your advice to one word?”

          That’s what a seminar participant asked me.  “No,” I said, “but I can boil it down to three:  Focus, focus, focus.”  I said that because I see ‘focus’ as the solution to a number of modern dilemmas.

You may also want to review:  A Fresh, Nuanced Approach to Goal Setting -- https://www.davekahle.com/fresh-nuanced-approach-goal-setting-introducing-fofs/

Whenever I ask salespeople to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale. Unfortunately, salespeople who don't close consistently waste a lot of their time, waste their customer’s time, and are not nearly as effective as they could be.

Being adept at closing the sale, and every step in the process, is an important key to productivity. So, let's examine the issue of closing, with two powerful concepts.

Our current level of electronic noise makes deep thinking almost impossible. We are living at a time when the noise level of incoming messages has reached epic proportions. It’s like sitting in the front row of a rock concert. The level of noise is so great that you can’t discern a single word.