A selection of the best of Dave’s E-zines from the past month. 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...[read more]
Q & A for Salespeople: Dropping the Ball with a Customer
Question: If you dropped the ball with a customer, how can you redeem their trust again?
Answer: By “dropped the ball”, you can be referring to two different situations. First, it was your company who messed up. Your company didn’t fulfill the promises you made. Or, second, it was you, personally. You didn’t do what you said you would do, or you somehow personally violated the customer’s expectations for you. Regardless, the remedy is similar....[read more]
Hiring a Sales Person is Like Looking at the Tip of the
Iceberg.
When interviewing a hiring candidate or coaching an employee, it’s helpful to visualize the image of an iceberg with 10% visible above the surface, and 90% invisible below the surface:
The visible 10% is necessary, but limited information: Skills, Experience, Education
The invisible 90% is the essence of the total person and helps to create a good job match:
Thinking Style, Behavioral Traits, Occupational Interests...[read more]
Q & A for Sales Leaders: Changing Commission
Question: How do you switch from paying your sales people based on the sale to paying them based on the collection of the sale?
Answer: Any time you make changes to a sales person’s compensation plan, you are playing with fire. Any adjustments require that you be sensitive to their plight, and thoughtful and methodical in your approach. It’s worth the time...[read more]
Great Sales Managers Create Great Sales Forces
Alas, very few sales managers know what it takes to become great. They have never been exposed to the best practices of great 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,
“This system puts into concrete form all of the processes, tools and techniques I sensed were lacking in our sales management. I can’t wait to put them into
action on Monday!”
– Pat O’Donnell, Noble Gas Solutions
For years, we taught it in a live seminar. Now, we’ve made it available in an online course.
Christian Business Culture
Leadership in the Bible, at least business leadership, often involved creating an intense culture within the business. We can see evidence of this in the story of the businessperson, Lydia, from the book of Acts.
You may recall the story. Paul and Timothy were traveling spreading the news about Jesus where ever they went. They found themselves in Macedonia and there met Lydia, whom the Bible tells us was “A seller of purple fabrics, a worshiper...[read more]
Can you be a spiritual leader, even if you weren’t trained in a seminary?
There are a number of ideas that are bantered around so much within our Christian culture that people assume they are unquestioned truth, when they are anything but that. Here’s one such idea: Spiritual leaders must be seminary-trained pastors.
That idea is non-Biblical, serves to hinder the growth of the Kingdom, and discourages thousands of Christians who would otherwise take on leadership...[read more]
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