Practical Wisdom from Kahle Way Sales Systems
Focused on business professionals, sales leaders and professional salespeople we help you sell better, lead better and live better. Enjoy.
info_outline How Professional Are You? 10/22/2020
How Professional Are You? 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 Can You Use the 5% Principle to Grow Your Business? 10/08/2020
Can You Use the 5% Principle to Grow Your Business? 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? 10/01/2020
Are You Employed? 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 Personal Finances for Commissioned Salespeople 09/17/2020
Personal Finances for Commissioned Salespeople 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 What's a Professional Salesperson? 09/03/2020
What's a Professional Salesperson? 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 08/27/2020
The First Law of Sales Presentations : 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 Are We Losing the Ability to Think? 08/13/2020
Are We Losing the Ability to Think? I’m afraid for the future of our country. I’m afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society -- is rapidly disappearing. In its place, we are witnessing a whole host of alternatives. It is like thousands of years of human development has been shrugged to the side, and a new ethic of rushing to conclusions with little objective basis has replaced it. We are regressing to the Middle Ages.
info_outline Q&A from Listeners: How many Appointments, and How to Get an Appointment 08/06/2020
Q&A from Listeners: How many Appointments, and How to Get an Appointment 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.
info_outline Questions to Ask Yourself -- Part Two 07/30/2020
Questions to Ask Yourself -- Part Two There are two types of questions salespeople should use: Questions to ask customers, and questions to ask yourself. In this podcast, we drill deeper into questions to ask yourself and develop a routine and a set of questions that will fuel your development for the rest of your career.
info_outline Questions to Ask Yourself 07/23/2020
Questions to Ask Yourself A good question is one of the most powerful tools know to mankind. It certainly is a salesperson's most powerful tool. In this podcast, I dig into questions that salespeople (and other professionals) should be asking themselves. You may have never come across this before.
info_outline Is Integrity a Sales Strategy? 07/09/2020
Is Integrity a Sales Strategy? I believe that there are certainly practices in the business world where morality perfectly coincides with wise business. Integrity is one such practice. It is both good business as well as good morals. Here's why...
info_outline A Passion for Sales 06/25/2020
A Passion for Sales One of my clients recently mentioned to me that, when hiring prospective sales people, he looks for a “passion for sales” in their personality. The idea struck me. I had never really thought in those terms before. What is a ‘passion for sales?’ What does it look like? Is it really an indicator of a successful sales person? And, how do you identify it?
info_outline The Ultimate Success Skill for the Information Age 06/18/2020
The Ultimate Success Skill for the Information Age I am convinced that the process of continuously improving – not only professionally in the core competencies of a professional sales person, but also personally as well – is the ultimate success skill for our time.
info_outline Are we becoming afraid to think? 06/16/2020
Are we becoming afraid to think? I’m afraid for the future of our country. I’m afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society -- is rapidly disappearing. In its place, we are witnessing a whole host of alternatives. It is like thousands of years of human development has been shrugged to the side, and a new ethic of rushing to conclusions with little objective basis has replaced it. We are regressing to the Middle Ages.
info_outline Two Powerful Rules to Closing the Sale 06/04/2020
Two Powerful Rules to Closing the Sale Whenever I ask salespeople to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale. Unfortunately, salespeople who don't close consistently waste a lot of their time, waste their customer’s time, and are not nearly as effective as they could be.
info_outline Noise and the Death of Deep Thinking 06/02/2020
Noise and the Death of Deep Thinking Our current level of electronic noise makes deep thinking almost impossible. We are living at a time when the noise level of incoming messages has reached epic proportions. It’s like sitting in the front row of a rock concert. The level of noise is so great that you can’t discern a single word.
info_outline What should I read to improve as a salesperson? 05/28/2020
What should I read to improve as a salesperson? This is a response to a salesperson who asked my recommendation for what to read and listen to in order to improve his/her performance. Way beyond that, you’ll gain a greater understanding of how to improve as a salesperson, and acquire one question that can guide your learning for ever.
info_outline How well does your organization learn? 05/26/2020
How well does your organization learn? What may be the single most important predictor of an organization’s long-term business development and survival is that organization’s ability to learn. In a world that is changing more rapidly today than at any previous time in human history, the consistent practice of learning is the only sustainable long-term strategy.
info_outline Learning about the Competition 05/14/2020
Learning about the Competition As salespeople, we love to complain about the competition. Unfortunately, complaining doesn’t do us any good. A better approach is to create a system to learn about the competition. Knowledge of the competition -- not only their strengths and weaknesses but also their patterns and tendencies – will provide you with a distinct advantage, and prevent you from getting blindsided or seriously outmaneuvered.
info_outline Is the System the Solution? Intro to Business Systems 05/12/2020
Is the System the Solution? Intro to Business Systems At its most fundamental level, business is always and only about three things: Money, people and systems.