Stop the Bleeding!
The biggest unacknowledged cost in sales.

by Dave Kahle

The following scenario plays over and over again in every one of your sales territories every day.  And it costs you hundreds of thousands of dollars annually.

            I was working with one of my client’s sales people.  The client was an HVAC commercial contractor.  The sales person had an appointment with a prospect who had called and requested a visit. 

            As we introduced ourselves to the prospect, he said, “We added on office space to our building a couple years' ago, but we never expanded the air conditioning capacity.  We’d like to get an idea of what it would cost to do so now.”

            The sales person asked to see the space. There, he took out a tape measure and note pad, and dutifully measured the space and outlined it in the note pad. Then, he asked to see the existing unit. The prospect took us up into the attic, and pointed out the unit which rested on a platform off to one corner.

Sales Management by Crisis? 

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 on-line course, complemented with live Zoom meetings.

The sales person gingerly worked his way over to it, inspected it carefully, took some more notes, and slowly worked his way back to where we stood.

            “I have everything I need,” he said.  “Can I fax you a detailed quote in the next 24 hours?”

            “Sure,” said the prospect.  The sales person prepared to leave, intent on going back to the office, working out the detailed quote, and then faxing it to the prospect. 

            I felt the need to intervene.  “Can I ask a question?” 

            “Sure,” said the prospect.

            “If you like the quote, what is the prospect of you placing an order in the next few weeks?”

            “Oh, none at all,” he said.  “The boss just wants to get an estimate.  If it’s within reason, he’ll put it on the budget and do it sometime next year.”

            “So,” I said, “you really don’t need a detailed proposal at this point, do you?”

            “Not really.  I just need... READ THE FULL ARTICLE HERE.