Practical Wisdom from Kahle Way Sales Systems

Successful people – and successful salespeople – routinely set goals.  In this podcast, we explain why and how.  You'll master a process you can use forever.  

Because a salesperson's income is often unpredictable, salespeople need to develop some disciplines and principles to guide their personal finances. This article lays provides some tips and techniques to manage your personal finances.

In an earlier podcast, I suggested some strategies for effectively handling the changes wrought by the pandemic.  In this one, I'm looking at your broader responsibilities. What about your business or organization?  Are there some things you should be doing to prepare your business for life on the other side of social distancing?  Here's one person's experience and wisdom. Get Kahle's Kalculation...

Sales leaders often lament the lack of professionalism in the world of sales.  Unfortunately, there is not a standard for what it means to be a professional salesperson.  Let's take a close look at what a professional salesperson is and is not.  You may want to read: The Character of a Successful Salesperson https://www.thesalesresourcecenter.com/character-successful-salespeople/

:  In my first professional selling job, I learned a fundamental principle which  is all too often disregarded by sales people today.  The principle is this:  If you are going to present effectively, you must prepare thoroughly.           Unfortunately, far too many salespeople fail to thoroughly prepare their presentations.  There are a variety of reasons.            In this podcast, I examine so...

We are in the middle of some difficult times.  Rather than belabor that point, I'd like to come to the heart of the problem:  What do we do?  We need to answer that question in an immediate, urgent basis:  What do we do right now?            We also need to answer the question in a strategic, on-going way.  What do we do this week, this month, this year?  How shall we wisely and prudently arrange...

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 b...

In this podcast, I respond to two listeners questions:  One has to do with how many appointments a salesperson should make, and the other asks about being frustrated trying to get an appointment in an account.  My answers may surprise you.

There are two types of questions salespeople should use:  Questions to ask customers, and questions to ask yourself.  In this podcast, we drill deeper into questions to ask yourself and develop a routine and a set of questions that will fuel your development for the rest of your career.

A good question is one of the most powerful tools know to mankind.  It certainly is a salesperson's most powerful tool. In this podcast, I dig into questions that salespeople (and other professionals) should be asking themselves.  You may have never come across this before. 

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... You may also want to listen to: Just Listen! Adversity

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.  You may also want to listen to:  It is the Risk, not the Price! Five ways to prevent the price objection!

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 b...

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-introduci...

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...

Our current level of electronic noise makes deep thinking almost impossible. Today I received over 209 email messages, had 35 postings on my Facebook page, uncountable listings on my Linkedin page, and several voice mail messages.  This was after having methodically unsubscribed to legions of emails and registered on the "do not call" list.  Of that tsunami of incoming messages, only about a half...

This is a response to a salesperson who asked my recommendation for what to read and listen to in order to improve his/her performance.  Way beyond that, you'll gain a greater understanding of how to improve as a salesperson, and acquire one question that can guide your learning for ever.  

What may be the single most important predictor of an organization's long-term business development and survival is that organization's ability to learn. In a world that is changing more rapidly today than at any previous time in human history, the consistent practice of learning is the only sustainable long-term strategy.

Positive customer relationships are the basis of much B2B business, right?  Positive business relationships ensure us an audience with the customer, make every step of the selling process go easier, and even provide us with a competitive edge.  It's not unusual for the business to come your way just because they like you the best.           But in today's hyper-competitive economy, relying on your...

We've all heard about the importance of our attitudes. Usually the directive goes like this; "XXXXXXXXXX, you need to improve your attitude!" Fortunately, there is a lot more to attitudes than just the oft-spoken refrain to improve ours.  Successful people eventually learn how to manage their attitudes. 

As salespeople, we love to complain about the competition.  Unfortunately, complaining doesn't do us any good.  A better approach is to create a system to learn about the competition.  Knowledge of the competition -- not only their strengths and weaknesses but also their patterns and tendencies – will provide you with a distinct advantage, and prevent you from getting blindsided or seriously outma...