A selection of the best of Dave’s E-zines from the past month. Beliefs That Limit Sales People: Good Sales People
Are Good Talkers
“He has the gift of gab. He’ll make a good sales person.” It’s been a while since I last heard that expression. The idea is, of course, that sales people are good talkers. The idea is that if you are a good talker, you are well on your way to having the necessary qualifications for a sales career. While that figure of speech isn’t popular today, the idea behind it continues to have
currency...[read more]
Q & A for Sales People: If It Ain’t Broke, Don’t Fix It
Q. I have many customers who refuse to even consider some of my products because the one they have now is working fine and they don’t want to change something that is working well for them. They feel they are opening themselves to potential dangers, problems and nightmares by fixing something that isn’t broken. Any suggestion for how to deal with the “If it ain’t broke, don’t fix it” attitude?[read more]
Q & A for Sales Managers: Should You Penalize
a Sales Person?
Q. Our president recently suggested that we penalize the sales people for not meeting their goals by taking commissions away from them. Do you have any thoughts?
A. Wow. My initial reaction is that it sounds so harsh. Put that way, and you are liable to lose 90 percent of your sales force, just on the principle of it.But, let’s spend some time thinking about this, as it is more complex than it appears...[read more]
Developing Sales People
Developing salespeople is one of those initiatives that payback double; the salespeople improve their performance, and feel better about your organization investing in them. In one move you can help keep the good salespeople you have, motivate your salespeople, stimulate your salespeople to become more productive and attract new, high-quality candidates...[read more]
Sales Management by Crises?
It doesn’t have to be that way. The truth is that very few sales managers have ever been exposed to the best practices of proactive sales management.
We can fix that. Our Kahle Way® Sales Management System has transformed thousands of sales managers, enriched thousands of sales people, and spearheaded the growth of countless companies,
“The seminar was outstanding. It was straightforward and simple to understand. We will be implementing the management system immediately. Thanks,
Dave!”
– Doug Cowan, Sales Manager, Professional Salon Concepts
For years, we taught it in a live seminar. Now, we’ve made it available in an online course.
Three Essentials to Transform Your Business
You have a business, or you are responsible for a major portion of one, and you are becoming convinced that it can be more than just a money-making effort — that it has potential to have a spiritual impact. You’d like to nudge the organization in the direction of becoming a Kingdom business. Where do you start?
Here are three essentials you’ll need to help you in the process. You’ll need to build these into your organization and your personal routines in order to increase the likelihood of success....[read more]
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