loader from loading.io

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

Practical Wisdom from Kahle Way Sales Systems

Release Date: 08/06/2020

How Professional Are You? show art How Professional Are You?

Practical Wisdom from Kahle Way Sales Systems

For a professional or salesperson, your job is much more than just a job – it’s a profession. But what does it mean to be more professional? More importantly, what can we do to make sure that we, and our associates, are becoming ever more professional?

info_outline
Are you part of the problem or the solution? show art Are you part of the problem or the solution?

Practical Wisdom from Kahle Way Sales Systems

We’ve all heard the numbers: Consumer confidence is down, retail sales are down. Confidence – an attitude – is down, so sales are down. When confidence is up, sales follow.

info_outline
Can You Use the 5% Principle to Grow Your Business? show art Can You Use the 5% Principle to Grow Your Business?

Practical Wisdom from Kahle Way Sales Systems

We are all familiar with the Pareto principle, which, when applied to the world of sales, says that 80% of the business comes from 20% of the customers.    As a general rule, that 80/20 rule is accurate in lots of different situations.  Whenever there is a large group producing something, 20% of the people produce 80% of the results.

info_outline
Are You Employed? show art Are You Employed?

Practical Wisdom from Kahle Way Sales Systems

Unemployed?  I can empathize.  I have been there.  In my life, I’ve had three major periods of unemployment. I understand the uncertainty, anxiety and self-doubt that comes with that.  You just don’t feel like life is as worthwhile unless you have a solid, fulfilling job.

info_outline
How to Create Long Term Goals show art How to Create Long Term Goals

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.

info_outline
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.

info_outline
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. 

info_outline
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. 

info_outline
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.

info_outline
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?

info_outline
 
More Episodes

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.