Author: Dave Khale
Dave Kahle has trained tens of thousands of B2B salespeople and sales managers to be more effective in the 21st Century economy. He’s authored seven books, and presented in 47 states and seven countries.
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© Copyright by Dave Kahle
Fact: Attentive Listening Increases Sales
I just came across some research that confirmed what many of us in the profession of educating salespeople have known for years: That purchasers would be "much more
7 Ways to Build Rapport With Anyone
Building rapport with customers is like squirting oil into gears. Imagine some gears grinding together. When you squirt lubricating oil into the gears, you reduce the friction and
Good Questions & The Basics of Selling
Sales is, at its most basic level, a relatively simple process. I recall one of my clients showing me the flow-chart of his sales process. Twenty six steps.
Collect Competitor’s Information to Gain Advantage
Sales people 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.
It’s Not the Price – It’s the Risk!
"Low price, low price, low price." It’s the mantra that sales people in every industry segment are hearing more these days than ever before. Customers, looking for ways
Two Rules to Follow That Add Value to Every Sales Call
Are you wasting your customers’ time? In this pressurised, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to
Handling Objections
They don’t always say yes! That might be the very first thing you learn as a sales person. As a matter of fact, “No” in all its various
Self-Directed Learning – The Ultimate Success Skill
In the last 12 months, only one out of every 20 sales people have spent R200 or more on their own improvement! Incredible. Let me repeat it to
Two Principles for Closing The Sale
Whenever I ask sales people to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the
