Selling techniques for distributor salespeople competing in today’s markets are outlined in Dave Kahle’s book Insights and Answers, featuring 190 pages of expert selling techniques.
The tool kit of the successful salesman is always open to new selling techniques. Many of these come in the form of questions to be answered - answers given - lessons learned - obstacles overcome - and insights into selling techniques gained from problems solved. This valuable, 190 page volume contains a potent mix of wisdom shared in articles, selling techniques and related questions answered during personal discussions. Now, for the first time, the best and most useful of these insights and answers have been assembled into a single volume for easy reference and practical inspiration.
This is a powerful and timely addition to every sales tool kit that you can read from cover to cover - or use as a daily reference tool for reviewing selling techniques or specific topics that fit your needs for a particular customer or occasion. It's like putting Dave Kahle's wisdom inside your head whenever you need it.
The topics are specific and right to the point - with questions and answers to complete the learning and support cycle of this dynamic format.
* Evaluating Yourself
* Dealing with Change
* Strategic Planning
* Relationship Building
* Selling Commodities
* Critical Selling Techniques
* Dealing with Voicemail
* Asking Good Sales Questions
* Critical Thinking
* Managing Information
* Staying Motivated
* and more...
Here's what readers of advanced copies are saying:
"Insights & Answers, what a great book for all sales people but particularly for distributor representatives. I've been in the business for 35 years and I found the book to be right on the money in terms of philosophy and mindset. I particularly enjoyed chapter three which dealt with integrity as a sales strategy. Trust is a critical issue in the selling profession and as Dave says it 'the more your customer trusts you, the less risk your customer feels in dealing with you, and the less time necessary to invest in understanding the product, service or program you are offering!'"
- William A. Fidler, President ~ Brenntag Mid-South, Inc.
"Wow! Insights and Answers, what a refreshing and right on book pertaining to professional sales... My twenty five plus years of selling have taught me that the principals that Dave Kahle covers in Insights & Answers should apply to everyone in distribution sales, or for that matter, could apply to all outside sales people."
- Thomas E. Ehigh, Sales Manager ~ Consolidated Supply Company
"Dave Kahle's new book is a nuts and bolts 'how-to' guide to become a consultative seller.... Insights & Answers is an excellent coaching tool for sales managers. It is organized in a way that any chapter may be pulled out and used as a stand alone reference tool for a specific coaching situation, like how to position pricing in a competitive commodity situation or how to get beyond voice mail. Or sales managers may want to select a new chapter to be incorporated in every sales meeting. Insights & Answers is another terrific developmental tool from Dave Kahle that presents information concisely and logically. I recommend it for any sales person at any level."
- John Pirner ~ Powermation
"Insights & Answers is a must read for distribution sales and management... Dave begins by reminding us change is absolutely necessary. With a background in distribution sales, Dave presents a complex understanding of the fear associated with change. He then supports the refreshing proposition that sales people need to change their behavior and take responsibility for their own actions. Amazing, I think all society can take a lesson from these pages. As if this were not refreshing enough we then learn the old fashion values of hard work and integrity are the key to building lasting relationships. Dave is an excellent communicator. In these pages he shares many of his experiences using a question and answer format. I will definitely keep a copy of Insights & Answers available at all times."
- Stan Johnson, VP National Sales ~ SAFEO, Inc.
"I don't know when I have read a better book that covers all the basics of what it takes to be a successful salesperson. The first thing it did was remind me of the many things I had forgotten or taken for granted, assuming others know already all those things. When this book is published it will be in the hands of all my managers to use along with their salespeople. I just don't know how you could not be successful using it as a guide with your salespeople!"
- Doug Rathbun, SVP ~ Lumbermen's Inc.
"Dave Kahle's latest book, Insights & Answers, offer the Kahle faithful a host of new tips and techniques for facing the distribution sales world with new tactics for our every changing sales environment. For those new to the teachings of Mr. Kahle, it will become very clear that the observations outlined in this book along with suggested responses are today's reality. No matter what business practice or procedure is being discussed, everyone agrees that the pace of change picks up speed every day. Sales managers as well as sales reps need to be keenly aware of the new hurdles and obstacles faced in today's marketplace and equip themselves with the appropriate tools and resources to adjust to the fast paced changes. This book provides a great basis to arm the sales force with insight into today's most commonly asked questions along with thought provoking answers."
- Jim Scarlett ~ Scarlett Machinery, Inc.
"Insights & Answers is a virtual 'specification book' for distributor sales personnel!! Easy to read and understand, Insights & Answers provides answers and guidelines to some of today's most often asked sales questions. The profession of sales, and more importantly, the needs of customers, continue to change and evolve. Insights & Answers offers several 'specifications' for becoming important to your customers and ensuring their and your mutual success! Dave's common sense approach to today's issues are refreshing and valuable to sales 'rookies' as well as seasoned veterans."
- Tom Rosendahl, SVP Sales/Marketing ~ Dakota Supply Group, Inc.
"This is definitely a 'Don't Leave Home Without It' book for those in the distributor sales profession! Noted sales trainer - and the head genius of distributor sales - Dave Kahle succinctly describes 12 effective sales techniques. Each tip gets a chapter with several nuggets of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn't matter if you've heard some of these common sense ideas before because Kahle's compilation is so on-target, lively and encouraging. This volume reminds you of leading sales techniques that will build your customer base and increase your sales. If you're in the business of distributor sales this manual will boost your communications, planning, knowledge, visibility and confidence. Kahle tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to me, given that the author doesn't only write - he also sells!"
- Julie Webb, Senior Training & Development Specialist ~ Mohawk Industries