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Dave Kahle's Writings

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Article
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Mar.12.2009
Excerpted from the book "Take Your Sales Performance Up-a-Notch", by Dave Kahle
Most salespeople love to be active—out in our territories, seeing people, solving problems, putting deals together.  This activity-orientation is one of the characteristics of a sales personality.  A day sitting behind a desk is our idea of purgatory.  Unfortunately, this activity orientation is both a strength and weakness.  Much of our ability to produce...
Article
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Dec.10.2008
“Your price is too high!”   The infamous price objection.  Wouldn’t sales be a great profession if we could somehow wipe it out and never hear it again? Unfortunately, that will never happen.  Too many of the people with whom we deal are paid to get the best deal they can.  And that means asking for a better price, even when they know they are getting a great...
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Dec.01.2008
In most organizations, sales managers are the essential bridge between the company's sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of the sales manager on their way up the ladder. And the aspirations and strategies of the company's...
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Dec.01.2008
One of the most debilitating myths about the sales profession is this: Salespeople can learn on their own, on the job, and eventually become good at their jobs. They'll eventually develop their own style, this myth implies, and that will bring them the maximum results. That myth is true for about five percent of the salespeople in the world. For the other 95...
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Dec.01.2008
We all know the feeling. Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor. No problem with your service, it was just a price issue. Nothing is more discouraging. You've spent years developing this account, building relationships, working hard at meeting their needs, and then, in the blink of an...
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Dec.01.2008
One of my Ezine subscribers recently sent me this question: "I really struggle with the highs and lows of field sales. Most days I feel like the weight of the world is on my shoulders. In this economy, especially, it's difficult to stay positive. Any suggestions?" This is one of those rarely voiced issues that every sales person must confront sooner...
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Dec.01.2008
Take Your Sales Performance Up a Notch
Most salespeople love to be active - out in their territories, seeing people, solving problems, putting deals together. This activity orientation is one of the necessary characteristics of a sales personality. A day sitting behind a desk is their idea of purgatory. Unfortunately, this activity orientation is both a strength and weakness. Much of a salesperson's...
Article
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Dec.01.2008
Focus, focus, focus. That's the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for salespeople today, and the greatest single solution to their challenges. There are so many demands on our time, so many tasks calling for our attention, and so many opportunities available to us that...
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Nov.07.2008
Sooner or later, every Christian experiences a painful event that leads them to this question. It's one of the most difficult questions that people ask. We look around us and see people who have no morals, aren't Christians, and who seem to go through life with few real difficulties. And others - who seem to be good people -- have adversity and difficulty in...
Article
Light
Nov.07.2008
 Thinking about your spirituality? Wondering if there is something deeper and more meaningful for your life? You’re not alone. George Barna, the researcher, has unearthed a condition of modern American life:       "recent studies at our Barna Research Group shows that more and more people are plagued by a nagging emptiness that is anchored deep within...