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Q&A from Salespeople: Account Strategies

Practical Wisdom from Kahle Way Sales Systems

Release Date: 06/10/2021

Navigating a Rapidly-Changing, Information-Saturated World -- Intro show art Navigating a Rapidly-Changing, Information-Saturated World -- Intro

Practical Wisdom from Kahle Way Sales Systems

The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace.  We are in extraordinary times.  And unprecedented times call for unique and disciplined approaches if we are to survive and thrive.

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Time Management Secret:  Nurture Helpful Relationships show art Time Management Secret: Nurture Helpful Relationships

Practical Wisdom from Kahle Way Sales Systems

One of the top ten strategies for effective time management for salespeople is this:  Nurture helpful relationships.  Listen as Dave unpacks this powerful strategy and shows you how to enhance your effectiveness by implementing this concept.

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What is Your Most Powerful Selling Tool? show art What is Your Most Powerful Selling Tool?

Practical Wisdom from Kahle Way Sales Systems

What's the best thing you can do in a sales call? There is one tool that it so far superior to anything else, that it is in a class by itself.  Asking a good question is the single-most effective thing you can do with a customer.  A well-phrased, appropriately-timed question is your most powerful sales tool. In this podcast, we drill down into it.

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How to Sell When You Are NOT the Lowest Price show art How to Sell When You Are NOT the Lowest Price

Practical Wisdom from Kahle Way Sales Systems

How can I sell when I’m not the lowest price?

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Q&A: Entertaining Customers show art Q&A: Entertaining Customers

Practical Wisdom from Kahle Way Sales Systems

Q.  I have a problem.  I still find a percentage of customers who keep me at “arms length.”  How do I overcome this attitude from the select few of my customers?

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A Sales Process to Build Upon show art A Sales Process to Build Upon

Practical Wisdom from Kahle Way Sales Systems

In all of my training and consulting work, I’ve found it helpful to establish, right at the beginning, a big picture view of the sales process.

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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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More Episodes

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?