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Tricky Customer Issues

Practical Wisdom from Kahle Way Sales Systems

Release Date: 02/11/2021

Two Techniques to Build Relationships with Occasional Customers show art Two Techniques to Build Relationships with Occasional Customers

Practical Wisdom from Kahle Way Sales Systems

One of the challenges for a B2B salesperson is staying in front of the customer who buys occasionally.  In this excerpt from How to Sell Anything to Anyone Anytime, I share two specific techniques to keep yo at the top of your customers’ mind.

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Your Most Powerful Sales Call show art Your Most Powerful Sales Call

Practical Wisdom from Kahle Way Sales Systems

The most powerful sales call you can make is the one that goes on after the sale.

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Eight Ways to Identify New Prospects & Suspects show art Eight Ways to Identify New Prospects & Suspects

Practical Wisdom from Kahle Way Sales Systems

Filling the top of the sales funnel with likely suspects is a problem for every sales organization. Sometimes, it takes a bit of creativity as well as common sense. Here are eight ways to identify new suspects.

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How to Deal with Your Customers Time Constraints show art How to Deal with Your Customers Time Constraints

Practical Wisdom from Kahle Way Sales Systems

"My customers don't have as much time to spend with me as they used to."  That's a comment I'm hearing more frequently in my sales seminars.  It's a growing phenomenon.  Your customers used to be able to spend more time with you.  But lately, it seems as though they are on tighter schedules and are harder to see.  You just can't spend as much time with them as you'd like, because they're pressuring you to move on.

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Betrayed! A Q & A for Salespeople show art Betrayed! A Q & A for Salespeople

Practical Wisdom from Kahle Way Sales Systems

What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match? Have you been betrayed, or is there some other explanation? In any case, what do you do?

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Can Selling be as Simple as This? show art Can Selling be as Simple as This?

Practical Wisdom from Kahle Way Sales Systems

Selling is at the same time both simple and incredibly challenging.

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The Role of Accountability in Personal Growth show art The Role of Accountability in Personal Growth

Practical Wisdom from Kahle Way Sales Systems

I call it the ‘gap between idea and action,’ and it is one of the largest chasms in the road hindering our path to personal and organizational improvement. We have ideas and intentions, and yet turning those into actions – habits and routines that enhance our skills and smooth out our lives, only happens a bit of the time.

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Introduction to Key Account Selling show art Introduction to Key Account Selling

Practical Wisdom from Kahle Way Sales Systems

Sooner or later, almost every professional B2B sales person comes to grips with the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Yet, they hold the secret to multiplying your income.  In this podcast, I share four fundamentals for effectively penetrating key accounts.

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Is This the Greatest Success Principle? show art Is This the Greatest Success Principle?

Practical Wisdom from Kahle Way Sales Systems

Our actions follow our attitudes.  While it is easy to connect the two the principle that it unveils – that our attitudes influence our actions – extends to every aspect of our lives, and particularly to our jobs, in even the slightest and most mundane portions of our work lives. And that leads us to one of the greatest principles of self-improvement.

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Everything Must Go Through Me show art Everything Must Go Through Me

Practical Wisdom from Kahle Way Sales Systems

It’s a common mindset. The field salesperson wants every communication with the customer to go through him/her. However, that idea costs both the company and the sale person dearly and frustrates the customers. It is an insidious hindrance to sales performance.

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More Episodes

Here are two questions about tricky customer issues that I respond to in this podcast: 

  1. If you dropped the ball with a customer, how can you redeem their trust again?
  2. How do you know how far to push a sale without overstepping your bounds and threatening the sale and/or the relationship with the customer?

Consider the XI Community: https://x-icommunity.com/groupb2bsalespros/