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 Two Techniques to Build Relationships with Occasional Customers 04/29/2021
Two Techniques to Build Relationships with Occasional Customers 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.
info_outline Eight Ways to Identify New Prospects & Suspects 04/15/2021
Eight Ways to Identify New Prospects & Suspects 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.
info_outline How to Deal with Your Customers Time Constraints 04/08/2021
How to Deal with Your Customers Time Constraints "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.
info_outline Betrayed! A Q & A for Salespeople 04/01/2021
Betrayed! A Q & A for Salespeople 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?
info_outline The Role of Accountability in Personal Growth 03/18/2021
The Role of Accountability in Personal Growth 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.
info_outline Introduction to Key Account Selling 03/11/2021
Introduction to Key Account Selling 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.
info_outline Is This the Greatest Success Principle? 03/04/2021
Is This the Greatest Success Principle? 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.
info_outline Everything Must Go Through Me 02/25/2021
Everything Must Go Through Me 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.
info_outline Why it is so easy to be an exceptional salesperson 02/04/2021
Why it is so easy to be an exceptional salesperson Over my career as a salesperson, I sold a variety of products in a variety of selling situations. I always did well, and was the number one sales person in the nation for two different companies in two different selling situations.
info_outline The Hidden Path to Sales Success 01/28/2021
The Hidden Path to Sales Success In my thirty years of educating salespeople, I have encountered thousands of sales people, and worked with literally hundreds of sales organizations. The vast majority of them want to do better. Yet, the vast majority of them remain at a level best described as “ordinary.” In spite of their desire to excel, few do.
info_outline Why set goals? 01/07/2021
Why set goals? Goal setting is one of the universal best practices for salespeople. Yet, many salespeople don't make it a part of their routines. The first step toward rectifying that is to understand why goals are such an important part of a successful salesperson' life. Join us to see how goal setting can focus and energize your efforts.
info_outline Light One Candle 12/03/2020
Light One Candle Remember President Bush’s program to recognize individual Americans who completed acts of bravery or selflessness, and in so doing, brightened the lives of those around them? It was called a thousand points of light. The idea was that one person’s act, doesn’t, by itself, do much. However, when joined together with a thousand others, like a candlelight, it can light up the entire country.
info_outline Learning from Failure 11/26/2020
Learning from Failure If we chose to, we learn more from our failures than we do from our successes. Within every failure there is the seed of a lesson well learned, of a solid character trait emerging. It is our failures that contribute most intensely to our development. Let’s unpack this.
info_outline Using Systems Measurements to Grow Your Business 11/12/2020
Using Systems Measurements to Grow Your Business One of the watershed moments in the life and growth of a business occurs when the executives design and implement a system of measurements. This signals the development of the business from an entrepreneurial effort to a serious organization that can exist outside of the hands-on involvement of the entrepreneur. In this piece, we unpack that idea and show you how to create and implement a series of measurements.
info_outline Do you have the propensity to take risks? 10/29/2020
Do you have the propensity to take risks? What sets the exceptional professional apart from the average? Regardless of what the profession, from sales to psychiatry, the exceptional professionals share certain characteristics. Here’s one: The propensity to take risks. Join with me as we unpack this character trait.
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.