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salesmanship | salesmanship

dave-kahle's picture
Feb.03.2014
         So, you have created a customer, you've actually sold something, and you have some money in the bank.           Before you become too enraptured with yourself, let me remind that you are not finished....
dave-kahle's picture
Jan.07.2014
 "My customers seem to have less time available for me than before.  They are harder to see, and when I do get in front of them, they often seem rushed or preoccupied.  What can I do about this?” It may be that the problem is you.  You may be irritating and abrasive, and...
dave-kahle's picture
Feb.04.2013
I just had a conversation with a sales manager at my last seminar.  The gist of it is this:  he has so many competing responsibilities; it is difficult to spend time with his sales team.  Sound familiar?  It should.  I have heard that idea expressed countless times by...
dave-kahle's picture
Dec.06.2012
Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts.  Key accounts are different than the ordinary, and require some more sophisticated skills and strategies.  Here are four fundamentals for effectively penetrating key accounts...
dave-kahle's picture
Oct.30.2012
Q.  How often should a sales manager visit the customers?               A.  There are a couple of ways to answer the question.  From one perspective, you need to have your own relationship with the good customers in your...
dave-kahle's picture
Sep.28.2012
Q.  How would you suggest I respond when a customer gets abusive and uses profanity with me?   A.  That's a difficult call.  I have had only a couple of these experiences in my career.  Let me do a little thinking out loud (or as it may be, on the computer.) First, let's...
dave-kahle's picture
Sep.17.2012
The best salespeople are systematic in their approach to their job, while ordinary salespeople are haphazard.  That's one of the reasons why they are the best. We know that sophisticated routine work is best accomplished by implementing effective systems.  McDonald's, for example, didn't...
dave-kahle's picture
Sep.03.2012
Sometimes it is so frustrating.  You know you have a better product than that which your prospect is currently using. Your price is attractive, your service is outstanding.  If the prospect would switch to your solution, you know they'd be delighted.  You'd save them money, smooth...
dave-kahle's picture
Jul.12.2012
The job of the sales person is always a bit of a balancing act.  On one hand, we continually cruise our territory to see what opportunities look the most promising.  We're constantly scanning the account base to identify that to which we should react.  On the other hand, we also need...
dave-kahle's picture
Jul.05.2012
Q.  Help!  I'm so frustrated.  I just attended a "sales training” program that never addressed the real issues that I have to deal with every day.  What causes me problems is not my lack of sales ability, it is my company's back orders, the lack of responsiveness and competence...