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Three techniques to listen better

Practical Wisdom from Kahle Way Sales Systems

Release Date: 04/23/2020

Navigating a Rapidly-Changing, Information Saturated World show art Navigating a Rapidly-Changing, Information Saturated World

Practical Wisdom from Kahle Way Sales Systems

: 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 need to survive and thrive – an attitude of openness.

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Selling Really is Simple show art Selling Really is Simple

Practical Wisdom from Kahle Way Sales Systems

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.

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Navigating a Rapidly-Changing, Information Saturated World -- 3 show art Navigating a Rapidly-Changing, Information Saturated World -- 3

Practical Wisdom from Kahle Way Sales Systems

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 thrive – an articulated vision and purpose.

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How to Handle an Angry Customere show art How to Handle an Angry Customere

Practical Wisdom from Kahle Way Sales Systems

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.

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Survive and Thrive in Turbulent Times - 2 show art Survive and Thrive in Turbulent Times - 2

Practical Wisdom from Kahle Way Sales Systems

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 thrive – an acceptance of personal responsibility.

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Sales Systems Start with Suspects show art Sales Systems Start with Suspects

Practical Wisdom from Kahle Way Sales Systems

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.

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How to Penetrate  a Difficult Account show art How to Penetrate a Difficult Account

Practical Wisdom from Kahle Way Sales Systems

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.

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Navigating a Rapidly-Changing, Information-Saturated World -- Intro show art Navigating a Rapidly-Changing, Information-Saturated World -- Intro

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.

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Time Management Secret:  Nurture Helpful Relationships show art Time Management Secret: Nurture Helpful Relationships

Practical Wisdom from Kahle Way Sales Systems

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.

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What is Your Most Powerful Selling Tool? show art What is Your Most Powerful Selling Tool?

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.

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More Episodes

I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales person would just “listen” to the customer. (1)  The survey found that some of the worst offenders were experienced sales people.

          Listening is one of the four fundamental competencies of a professional sales person, and yet, the profession is, in general, so poor at it that most customers remark on our inability to do it well.

          In this podcast, I share three techniques to help you to listen better.