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 Navigating a Rapidly-Changing, Information-Saturated World -- Intro 07/29/2021
Navigating a Rapidly-Changing, Information-Saturated World -- Intro 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.
info_outline Time Management Secret: Nurture Helpful Relationships 07/22/2021
Time Management Secret: Nurture Helpful Relationships 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.
info_outline What is Your Most Powerful Selling Tool? 07/15/2021
What is Your Most Powerful Selling Tool? 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.
info_outline The Ultimate Self-Improvement Skill 06/17/2021
The Ultimate Self-Improvement Skill 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.
info_outline Q&A from Salespeople: Account Strategies 06/10/2021
Q&A from Salespeople: Account Strategies 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?
info_outline The Quickest Way to Impact Sales Performance 06/03/2021
The Quickest Way to Impact Sales Performance 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?”
info_outline Eight Rules to Supercharge Your Relationship Building 05/27/2021
Eight Rules to Supercharge Your Relationship Building 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.
info_outline Do You Have Your Own Style of Selling? 05/20/2021
Do You Have Your Own Style of Selling? 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.”
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.