How well are your salespeople serving your customers?
Practical Wisdom from Kahle Way Sales Systems
Release Date: 01/27/2022
Lower Your Price? A Q&A with Dave Kahle
Practical Wisdom from Kahle Way Sales Systems
The calls for "lower price" are becoming more frequent and frantic in this age of inflation. How should you handle them? Listen as I respond to three questions concerning lower prices. You may gain a perspective you've never had before.
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Are You A Value-Added Seller?
Practical Wisdom from Kahle Way Sales Systems
Value-added means different things to different people. If you are going to be a true value-added seller in the 21st century marketplace, you must be flexible and capable enough to offer different things to different customers, responding to the individual customer’s definition of what is valuable to him or her. The Sales Leader's Excellence & Influence Course.
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How Perspective Shapes Our Lives
Practical Wisdom from Kahle Way Sales Systems
Our perspectives shape our behavior and set our character. We can change our perspectives and thereby change our lives.
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Q&A: Selling Commodities & Having to Be The Low Price
Practical Wisdom from Kahle Way Sales Systems
Here's my answer to two common questions: How do you sell commodities? and What do you do when the customer is only interested in low price? The Sales Leader's Excellence and Influence Course.
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Do You Have a Professional Sales Force?
Practical Wisdom from Kahle Way Sales Systems
It’s one of the most common laments I hear from principals and sales managers: “I wish I had a more professional sales force.” No doubt that thought has passed through your mind at some time in the recent past. You’re not alone, of course. I hear it regularly from my clients. Let’s take a look at what it really means, why it is such a common malady, and what you can do about it. The Sales Leader's Excellence & Influence Course.
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How Do You Make Customer Service Reps More Proactive?
Practical Wisdom from Kahle Way Sales Systems
Here’s my response to this question: How can we get inside sales to do some proactive sales activities each day? We want our inside sales people to use some of their time to shift into the proactive mode to make outbound phone contact to existing and new business. Check out the Sales Manager's Group in the
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What's a Professional Salesperson/Salesforce?
Practical Wisdom from Kahle Way Sales Systems
Listen to my reply to this question: “Q. Dave, I’m from outside the industry, and am accustomed to what I see as a much more professional sales force than what I currently have. Am I off-base in expecting a professional group of salespeople, as opposed to the ‘nice guys’ who don’t seem to take their professions seriously that I inherited?”
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Your Strategic Advantage for the Information Age
Practical Wisdom from Kahle Way Sales Systems
The rapid change whirling around every company puts great pressure on organizations to change themselves. Not only must the organization as a whole change, but the individuals within each organization must themselves change, learn and grow more rapidly than at any time in the past. This ability for an organization and its people to change in response to the changing world around them may be the ultimate success skill for the Information Age. Check out the https://www.davekahle.com/leadership-and-b2b-sales-management-groups/
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Using Specific Expectations to Transform Your Sales Force
Practical Wisdom from Kahle Way Sales Systems
: “Lack of directability is one of the problems common to sales forces. That means the sales force rarely does what management wants them to do. Instead, they do what they have always done, or they work only in their own best interests instead of the interests of the company. This robs the company of an incredibly powerful strategic asset- a directable sales force. Here’s the first step to overcome that problem.
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Is it Time to Focus on Sales Productivity?
Practical Wisdom from Kahle Way Sales Systems
Lots of people understand 'productivity', and 'sales' is easily understood, but when you put the two words together, the concept often becomes baffling. Sales Productivity can be the key to growing your business and taking market share. Begin here. Download here.
info_outlineI know you are concerned with sales. It’s easy to determine how well your people are selling to your customers. That’s what sales reports are for. But your customers are more concerned with how well they are being served by your salespeople.
Why is that important? Because you are in it for the long run. You don’t want to just sell something to a customer, you want to build a relationship that lasts over time and results in years of sales. In one sense, your business is not really a sales business, it’s a relationship-building business. In this podcast, I drill down into one aspect of that: Serving the customer.