Dave Kahle
B.Ed, MS
Official Guide
B2B Sales, Sales Management, Sales Systems Expert
Dave Kahle Quick Facts
- Main Areas
- Sales training, sales management training, refining sales systems
- Best Sellers
- How to Sell Anything to Anyone Anytime, 10 Secrets of Time Management for Sales People, Question Your Way to Sales Succes, The Kahle Way Sales Management System, The Kahle Way B2B Selling System,The Sales Resource Center
- Career Focus
- To transform sales organizations and enrich sales people
- Affiliation
- The Sales Resouce Center; ASTD; Christian Businessmen's Committee
As a salesperson, I was number one in the nation for two different companies in two distinct industries. Since 1988, I have been helping client companies to transform their sales efforts and enrich their sales people. I have personally worked with over 275 companies, spoken for 93 national associations, presented in 47 states, written nine books, and helped tens of thousands of sales people reach their potential. My Kahle Way(r) Sales Management System is the standard in dozens of companies, as is the Kahle Way (r) B2B Selling System.
Free Articles & Book Excerpts
Free Audio & Video Samples
Dave Kahle Audio & Video Programs
The Kahle Way B2B Selling System
http://www.davekahle.com/sellingsystemoverview.html
The Kahle Way Distributor Selling System
http://www.davekahle.com/distributorsellingsystem.html
The Kahle Way Sales Management System
http://www.davekahle.com/sellingsystem.html
10 Minute Podcasts for Sales People
http://www.davekahle.com/salespodcasts.html
"Bestof Dave's" one hour audio seminars
http://www.davekahle.com/bestof/topics.new.html
Up a Notch Training videos for inside, outside sales people
http://www.davekahle.com/notch.html
CD's for Field Sales People
http://www.davekahle.com/salestrainingprogramso CD.html
Internet-delivered training for sales people, sales managers, and sales executives
http://www.thesalesresourcecenter.com/
Dave Kahle Books
How to Sell Anything to Anyone Anytime
http://www.sellanythingtoanyone.net/index.php
Question Your Way to Sales Success
http://salesquestions4success.com/
10 Secrets of Time Management for Sales People
http://www.salestimemanagement.com/10secrets.shtml
Take Your Sales Performance Up a Notch
http://www.davekahle.com/upnotch.html
Transforming Your Sales Force for the 21st Century
http://www.davekahle.com/transforming.html
How to Excel at Distributor Sales
http://www.davekahle.com/distbook.html
First Steps to Success in Outside Sales
http://www.davekahle.com/stepsbook.html
Insights and Answers for Distributor Sales People
http://www.davekahle.com/insights.html
How to Become an Exceptional Distributor Sales Leader
http://www.davekahle.com/how_to_become_an_exceptional_distributor_sales_leader.html
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
***Question & Answer for Sales People
Q. Dave, I am finding it difficult to manage my personal finances. As a commissioned sales person, my income varies from month to month. It seems like I’m always struggling with finances. Do you have suggestions for me? A. Congratulations for having the courage to ask that question. Do I have suggestions? Yep, a bunch of them.
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***The loss of discipline and the incredible opportunity for you
I fielded a call from a disgruntled client a couple of weeks ago. He had subscribed his sales force of seven people to a program that included four, one hour training sessions, delivered on-line, and a 45 minute session for him to show him how to orchestrate and implement the training system. His problem was that only one of the sales people did the work. The other six didn’t bother. He had paid for seven people, but only one actually did it. A little further discussion revealed that he himself hadn’t bothered to view the manager’s session.
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***Question and Answer – Straight Commission
Q. We are intent on revising our decades-old sales compensation plan. Management is divided. One half favors straight commission, and the other doesn’t. What are your thoughts? A. In my work as a sales consultant, I am routinely involved in helping my clients revise their sales compensation plans. My company, on almost any day of the week, has an open compensation plan project that we are working on for some client.
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***Question & Answer for Sales People
Q. Occasionally, customers may say they have seen or received a lower price for the same product in order to receive better pricing from us. How would you handle that type of call? A. You mean this only happens occasionally? I’ll bet thousands of my readers see it frequently. Regardless, there are a number of things you can do.
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Article
Finding Solutions to Your Small Business Sales Challenges
Years of economic muddle! That was the title on a seminar brochure I received recently. As I survey some of the forces flowing through our economy, and witness the way in which they impact my clients, I have to agree. Unfortunately, these forces have brought a cloud of confusion to CEOs and sales executives trying to grow their businesses.
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***Biggest Time Wasters for Sales People
Good time management for sales people has been an obsession of mine for more than 30 years. In the last decade, I’ve been involved in helping tens of thousands of sales people improve their results through more effective use of their time. Over the years, I’ve seen some regularly occurring patterns develop – tendencies on the part of sales people to do things that detract from their effective use of time. Here are the four most common time-wasters I’ve observed. See if any apply to you or your sales people. 1. Allure of the urgent/trivial.
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***On Sales Systems
“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced sales people. What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny, and I probably am not going to learn anything from you.” How valid is this position? Does every sales person have a unique style of selling? Are they just trying to hide from accountability under the cover of individual “style”? Or is there some other explanation?
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***The Incredible Power of an Elevator Speech
“Why should someone spend time with you?” That was the question I asked the six sales people who were the subjects of an intense week-long training session. The response? Blank stares. Some uncomfortable fidgeting. Nothing anywhere close to a coherent, persuasive response. That experience made me realize the need for what I call a “value-added proposition,” and what many people refer to as an “elevator speech.” It is a well-thought-out, meticulously prepared, and memorized set of ideas that ultimately answer the question above. It should exist in several different versions:
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Article
***Question and Answer
Q. How do I insure that I get the last look in a competitive bid situation? A. This is a question that I’m often asked. In a lot of industries, particularly those involved in construction, government purchases and large-volume manufacturing, most of the customers require an official bid. It’s not unusual for these to be highly formal and structured. Here’s a typical scenario. The customer sends a bid to five suppliers, and each responds with a written document by a certain specified date. The customer reviews the bids, and awards the business.
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***Best Practice #21 – Uses an effective system for making appointments
The best sales people have created a system to consistently acquire appointments with prospects, and continually work to improve that system. All routine, sophisticated work is most effectively accomplished by implementing a system. That’s one of the observations I’ve made in my 20+ years of experience in consulting. It doesn’t matter what area of work we are considering. For example, cleaning teeth, paving a road, painting a house, laying carpet, creating your income tax returns, etc. are all routine, sophisticated jobs that are best accomplished systematically.
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***Is Integrity a Sales Strategy?
I was speaking to a group of professional sales people in Johannesburg, South Africa, on the subject of integrity in business. At dinner later in the evening, my host, who had been sitting in the audience, sheepishly shared with me that several of the people seated near her snickered at the idea. Evidently, to them, sales was just a series of transactions, and the sales person's job was to wring as much money out of each transaction as possible, under whatever means were necessary.
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Article
***Selling Commodities
“How do you create a perceived value to differentiate yourself from the competition when you are both selling a commodity?”
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Websites & resources
SelfGrowth-published websites, downloads, and contributor profile websites connected to this expert.
Website
Kahle Way(R) Sales Systems
Sales training, sales systems and sales training courses for sales people, sales managers and sales leaders for B2B applications.
January 25, 2013
Website
Dave Kahle
Resources to help you transform your sales organization and enrich your sales people, created and delivered by Dave Kahle, the Growth Coach.
December 30, 2010
Contributor website
www.davekahle.com
http://www.davekahle.com
Favorite Quotes & Thoughts from Dave Kahle
In sales, you are not paid for what you know, but rather for what you do, and you can do everything better.
Contacting Dave Kahle
How to get started
Visit the website, www.davekahle.com, and read some of the 300+ articles. Subscribe to the weekly Ezine. Consider one of the books, podcasts or one-hour audio seminars. Then, visit www.thesalesresourcecenter.com.