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Are you part of the problem or the solution?

Practical Wisdom from Kahle Way Sales Systems

Release Date: 10/15/2020

The Ultimate Self-Improvement Skill show art The Ultimate Self-Improvement Skill

Practical Wisdom from Kahle Way Sales Systems

Things are changing at an unprecedented pace and will continue to do so. This is not an event, but a permanent state of affairs.  The only way to assure that we survive and thrive in this environment is to become adept at the ultimate sales improvement skill – purposeful, self-directed learning.  

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Q&A from Salespeople:  Account Strategies show art Q&A from Salespeople: Account Strategies

Practical Wisdom from Kahle Way Sales Systems

This podcast answers these questions:  Q.  What do we do when a customer wants to spread the business between several vendors, even though I know we can provide better service? Q. How can I get between my competitor, and these contacts that are, in some cases, close friends with him for 20+ years?

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The Quickest Way to Impact Sales Performance show art The Quickest Way to Impact Sales Performance

Practical Wisdom from Kahle Way Sales Systems

Over the 30+ years that I have been working with B2B sales forces, I’m often asked this question:  “If you could improve a sales person in just one thing that would bring the quickest and biggest change, what would it be?”

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Eight Rules to Supercharge Your Relationship Building show art Eight Rules to Supercharge Your Relationship Building

Practical Wisdom from Kahle Way Sales Systems

More than any other type of sales, B2B salespeople must be good at relationship building. You see your customers more often, and for longer periods of time than almost any other type of sales person. This means that you must build relationships that provide you a competitive edge over all of your competition. Here are eight powerful rules that will supercharge your relationship building.

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Do You Have Your Own Style of Selling? show art Do You Have Your Own Style of Selling?

Practical Wisdom from Kahle Way Sales Systems

Many salespeople harbor a set of beliefs that hinder their performance. These often sound reasonable and are held onto without question. Looking a bit closer at them uncovers how they limit a salesperson’s performance. One of the most harmful of these limiting beliefs is this: “I have my own style of selling.”

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Take Back Your Life show art Take Back Your Life

Practical Wisdom from Kahle Way Sales Systems

The life of a salesperson these days is a battle with an overwhelming number of things to do, ever rising expectations, and conflicting pressures. Time management has never been more important. 

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Abusive Customers & Negative Situations show art Abusive Customers & Negative Situations

Practical Wisdom from Kahle Way Sales Systems

Abusive customers are not fun. They're stressful, and they make you feel like crap. I've been on the receiving end of verbal abuse several times in my career, and it's never pleasant.

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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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We’ve all heard the numbers: Consumer confidence is down, retail sales are down.  And for many of us, the markets we serve are down, as well.  There is an important relationship to note here.  Confidence – an attitude – is down, so sales are down.  When confidence is up, sales follow. 

The principle at work here is this: Our actions follow our attitudes.  The relationship between actions and attitudes is so close, that the two go hand-in-hand, and our actions can be seen as outward expressions of our attitudes.

OK, so what does that have to do with you?  Here’s what:  If the markets you serve are down, that action (lack of buying) is a result of an attitude (lack of confidence).  And you can influence that attitude, and be part of the solution, or be influenced by it, and thus contribute to the problem.