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Is it the low price, or the high risk?

Practical Wisdom from Kahle Way Sales Systems

Release Date: 05/07/2020

Are We Losing the Ability to Think? show art Are We Losing the Ability to Think?

Practical Wisdom from Kahle Way Sales Systems

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.

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Q&A from Listeners:  How many Appointments, and How to Get an Appointment show art Q&A from Listeners: How many Appointments, and How to Get an Appointment

Practical Wisdom from Kahle Way Sales Systems

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.

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Questions to Ask Yourself -- Part Two show art Questions to Ask Yourself -- Part Two

Practical Wisdom from Kahle Way Sales Systems

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.

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Questions to Ask Yourself show art Questions to Ask Yourself

Practical Wisdom from Kahle Way Sales Systems

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. 

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How to Add Value to Every Sales Call show art How to Add Value to Every Sales Call

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.

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Is Integrity a Sales Strategy? show art Is Integrity a Sales Strategy?

Practical Wisdom from Kahle Way Sales Systems

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...

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Q & A on Q & A on "Low Price"

Practical Wisdom from Kahle Way Sales Systems

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. 

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A Passion for Sales show art A Passion for Sales

Practical Wisdom from Kahle Way Sales Systems

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?

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The Ultimate Success Skill for the Information Age show art The Ultimate Success Skill for the Information Age

Practical Wisdom from Kahle Way Sales Systems

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.

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Handling Objections -- Part One show art Handling Objections -- Part One

Practical Wisdom from Kahle Way Sales Systems

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

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More Episodes

“Low price, low price, low price.”  It’s the mantra that sales people in every industry segment are hearing more these days than ever before.  But, is low price the motivating factor in a customer’s decision to buy? Here’s a secret that almost nobody knows, including all those gurus telling you to sell value.  They don’t always buy the best value.  But, they can invariably be counted on to buy the lowest risk!