Practical Wisdom from Kahle Way Sales Systems

The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace.  We are in extraordinary times.  And unprecedented times call for unique and disciplined approaches if we are to survive and thrive. In this fifth of a series, I unpack a set of recommendations for strategies, processes, attitudes, habits and disciplines to build in...

In previous podcasts, I noted some of the factors that combine to create an incredibly turbulent, complex, rapidly changing and information-saturated world in which we find ourselves.  Our ability to navigate these turbulent waters is the single biggest challenge we will face for the balance of our careers. In this podcast, I recommend another of the fundamental pieces of the infrastructure we nee...

There are as many misconceptions about selling as there are people.  In this excerpt from How to Sell Anything to Anyone Anytime , I provide some common-sense, usable definitions of what selling really is, and get the reader started on understanding how to do it better. The Sales Resource Center: https://www.thesalesresourcecenter.com/

In my previous posts, I noted some of the factors that combine to create an incredibly turbulent, complex, rapidly changing and information-saturated world in which we find ourselves.  Our ability to navigate these turbulent waters is the single biggest challenge we will face for the balance of our careers. In this post, I recommend a fundamental piece of the infrastructure we need to survive and...

It is easy to work with people you like, and it is even easier to work with people who like you.  But that's not always the case.  Sooner or later, you'll have to deal with a difficult customer. Here's a set of proven principles and practices to help you.

In my previous post, I noted some of the factors that combine to create an incredibly turbulent, complex, rapidly changing and information-saturated world in which we find ourselves.  Our ability to navigate these turbulent waters is the single biggest challenge we will face for the balance of our careers. In this post, I recommend a fundamental piece of the infrastructure we need to survive and t...

Acquiring new customers is one of those processes that frustrates and discourages most B2B sellers. It doesn't have to be a frustrating and discouraging process.  Like almost every aspect of a sales system, acquiring a new customer is a matter of understanding the processes and methodically implementing them in the right quantity and quality.           The starting point is developing a sufficient...

How do I sell to an account that is firmly in the hands of a competitor – a difficult key account?  How do you manage this account?  What should you do? Join me to unpack this common and frustrating situation.

The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace.  We are in extraordinary times.  And unprecedented times call for unique and disciplined approaches if we are to survive and thrive.           In this podcast, I begin a series to help us dig deeper into the strategies that will help us survive and thrive in these t...

One of the top ten strategies for effective time management for salespeople is this:  Nurture helpful relationships.  Listen as Dave unpacks this powerful strategy and shows you how to enhance your effectiveness by implementing this concept. The Sales Leader's Excellence & Influence Course: https://www.thesalesresourcecenter.com/kahle-way-sales-management-system-course/

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-...

How can I sell when I'm not the lowest price? I wish I had a dollar for every time I was asked that question in a sales training session.          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...

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. You have convinced me that spending time face-to-face with customers is the best use of my sales time. How much of my week should I spend entertaining customers; taking them to lunch, ballgames, etc.? Listen to Dave's responses to thes...

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 organization and our personal efforts.           This podcast lays down that foundati...

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.thesalesre...

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...

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."

Remember the television commercial of the salesperson driving down the expressway with a cell phone balanced on his shoulder, a cup of coffee in one hand, and a laptop computer teetering on the dashboard? The voice in the background says, "You know he's out there." That's a frightening commercial because of the element of truth in it. The life of a salesperson these days is a battle with an overwh...

Abusive customers are not fun. They're stressful, and they make you feel like crap. I've been on the receiving end of verbal abuse several times in my career, and it's never pleasant. "The Customer Is Always Right" is a nice saying that works well for most businesses, but sometimes there will be an aggressive person who feels like he or she can get away with being rude to service professionals bec...

One of the challenges for a B2B salesperson is staying in front of the customer who buys occasionally.  In this excerpt from How to Sell Anything to Anyone Anytime, I share two specific techniques to keep yo at the top of your customers' mind.

The most powerful sales call you can make is the one that goes on after the sale. In this podcast, we'll cover how to use your customer's satisfaction with their purchase as a way to create future opportunities for yourself and your company. We'll also discuss how to turn an unsatisfied customer into a satisfied one.  This will help you build long-term relationships with customers who are happy wi...

Filling the top of the sales funnel with likely suspects is a problem for every sales organization.  Sometimes, it takes a bit of creativity as well as common sense. Here are eight ways to identify new suspects.

"My customers don't have as much time to spend with me as they used to."  That's a comment I'm hearing more frequently in my sales seminars.  It's a growing phenomenon.  Your customers used to be able to spend more time with you.  But lately, it seems as though they are on tighter schedules and are harder to see.  You just can't spend as much time with them as you'd like, because they're pressurin...