It is The Risk, Not The Price!

Salespeople are sick of hearing “Your price is too high.”  But, what if the real issue isn’t the price? Here’s a secret that almost nobody knows, including all those gurus telling you to sell value.  They don’t always buy the best value.  But, they can invariably be counted on to buy the lowest risk! The biggest issue in the minds of your customers and prospects is not price, and it is not value – it is risk.   Let’s dig into this.

by Dave Kahle

Learning by trial and error can only take you so far

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The Kahle Way® B2B Selling System with Immersion Methodology

“I’m really noticing that my language is changing, in the way I lead my sales team. Not only that, but I’m also seeing their language change in the way they deal with our customers. The practices, principles, and teachings are literally coming to life; it’s almost effortless. We don’t have to go out of our way to apply Dave’s methods, we’re transforming and improving – almost automatically, as we spend time in Immersion each month. Immersion is also fostering better cooperation and communication between our managers and our sales people. We all wear different hats, come from different backgrounds, and have different responsibilities. But we’re in the foxhole together, shoulder to shoulder. Immersion has fostered a great togetherness – we’re all on the same page in our communication – we’re all on the same team. I feel very fortunate to be a part of Dave’s development. It’s been great.”

- Nick Reed, Sales Manager, Modern Builders Supply

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