Dave Kahle - Adding Value to Every Sales Call

Published: Tue, 01/15/19

Adding Value to Every Sales Call

Are you wasting your customers’ time?

In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet with you than they were just a year ago. Time is more precious today than ever before, and your customers are feeling the pressure.

In order for your customers to reliably make time to see you, they need to expect that they will gain some value for the time spent with you. That means that, if you are going to be successful in the world of B2B sales, you’ll need to create a reputation that time spent with you is worth the investment. If, over time, you can create that idea in the minds of your customers, you’ll find them generally willing to meet with you when you call. And in an economy where “too much to do and not enough time to do it” is the prevalent mind set, that reputation is a valuable asset.

As is always the case, it starts with thoughtfulness and preparation. As we prepare for a sales call, we so often we think about what we want to accomplish and what we want to gain out of the sales call. Very few sales people ever give any thought to what the customer gets out of it. That’s the starting point.

Are your sales people ‘sharpening the sword’?

Sales people often become stuck in their comfort zones and allow their skills and disciplines to slide. It’s human nature. But, it’s not good for them or you.

Help them burst out of their routines with a short, weekly reminder. Sharpening the sword couldn’t be easier with our Kahle Way® B2B Selling System program.

A few minutes a week, for less than the cost of lunch.

Other people can teach you to sell. We empower you to sell better.

Learn More Here

Here’s a little mental trick to help you. Before every sales call, when you are thinking about what you want to do, and what tools and materials you’ll need, take a moment and ask “What is the customer going to gain out of this time he spends with me?”

Here’s a list of some possible answers:
1.   Some good ideas to help him in his business or his job.
2.   Some ways to help him gain more business.
3.   Some ways to distinguish himself from others.
4.   Some ideas about how to reduce his costs.
5.   Some good things to think about.
6.   You helped him resolve some conflict.
7.   You helped him simplify things.
8.   You helped him solve some problem.
9.   You helped him move closer to some objective.
10.   You made him feel better about himself or his business.
11.   He got to spend time with your charming and entertaining personality.

The answer probably lies somewhere within the top ten items on that list. If you can’t name anything that the customer will gain, then you can safely assume that the time the customer spends with you in that sales call will be a waste of his time. Your relationship may be able to withstand one or two of those, but in the long-term, wasted time will destroy a business relationship.

If you are going to bring value to every customer...[Click Here To Read The Entire Article Online]

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