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How to Add Value to Every Sales Call

Practical Wisdom from Kahle Way Sales Systems

Release Date: 07/16/2020

Personal Finances for Commissioned Salespeople show art Personal Finances for Commissioned Salespeople

Practical Wisdom from Kahle Way Sales Systems

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.

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Difficult Times -- The Gift of Down Time show art Difficult Times -- The Gift of Down Time

Practical Wisdom from Kahle Way Sales Systems

In an earlier podcast, I suggested some strategies for effectively handling the changes wrought by the pandemic. 

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What's a Professional Salesperson? show art What's a Professional Salesperson?

Practical Wisdom from Kahle Way Sales Systems

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. 

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The First Law of Sales Presentations show art The First Law of Sales Presentations

Practical Wisdom from Kahle Way Sales Systems

: 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.

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How to Navigate Difficult Times show art How to Navigate Difficult Times

Practical Wisdom from Kahle Way Sales Systems

We are in the middle of some difficult times. So, what do we do? We need to answer that question in an immediate, urgent basis: What do we do right now?

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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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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.