Practical Wisdom from Kahle Way Sales Systems

How to Handle Backorders

September 18, 2018 15:16 - 8 minutes - 7.33 MB

It's the bain of B2B sales -- backorders. Our lives would be so much simpler if there were no backorders. But there are. Here's some wisdom on how to manage the inevitable backorders more effectively.

Prioritizing customers based on potential

August 20, 2018 18:10 - 8 minutes - 7.57 MB

Far too many sales people spend far too much time with customers and prospects that, frankly, are just not worth that time. One way to prevent that is to rank them all into A, B & C categories in a disciplined and methodical way.

Can you push too far?

May 01, 2018 20:02 - 9 minutes - 8.46 MB

Can a sales person push too much? And, if so, what happens? How can you tell if you are pushing too much and too far? Let's think this through together.

The Function of a Good Sales Question

April 19, 2018 16:55 - 8 minutes - 8 MB

A salesperson's most powerful tool is a good question. There is nothing that even compares to the power and usefulness of a good question. Examine the benefits and functions of a good question, improve your skill, and impact your results by understanding this most powerful tool.

How to get up when you are down

March 30, 2018 16:35 - 14 minutes - 12.5 MB

Every sales person deals with the debilitating emotions that come with a bad day or a miserable sales call. The ability to manage your emotions and intentionally bring yourself up when you're down is one of the hallmarks of the real sales pro. Let me show you how.

The Second Most Important Set of Words in Your Business

March 28, 2018 19:38 - 10 minutes - 9.07 MB

Words are important, and in a business, the right selection of words can make the difference between success and failure. The most important set of words your business can create are in the vision, mission and values statements that you create. The second most important set of words you create capsulize the value that you bring to the market in a brief and persuasive way. A Value-Added Proposition (sometimes known as an elevator speech) has enormous power to attract the right customers a...

Call Reluctance`

March 15, 2018 18:37 - 9 minutes - 8.47 MB

Call reluctance is what we call that feeling that every sales person experiences at one time or other -- you're hesitant to pick up the phone or visit a new person because you feel like you may be rejected, or you are interrupting the customer's day. The issue then becomes that your feelings limit your actions and reduce your effectiveness. In order to be effective, you need to overcome those feelings. Learning to deal with call reluctance is one of the skills of the best salespeople.

Is the sole purpose of your business to make money to give away?

March 15, 2018 17:45 - 11 minutes - 9.69 MB

Our contemporary Christian culture promotes the idea that a Christian business exists solely to make money to give to the institutional church. Is this true? Does a Christian business have any spiritual value other than the money that it gives? Listen as Dave dissects that question.

What ideas do you have that hinder your business?

March 07, 2018 19:24 - 9 minutes - 8.27 MB

As a veteran consultant, I have worked with over 459 different companies. One constant, on those Christian businesses that never reach their potential, is the set of beliefs held by the owners and executives that hinder the growth of that business. In this podcast, I explore and defend that concept and begin with a discussion of one of those false paradigms that hinder a business from being everything it could be.

How we hinder our businesses

February 22, 2018 15:41 - 8 minutes - 6.94 MB

Christian businesses could have so much more impact in the Kingdom if the executives could rid themselves of some of the erroneous beliefs that hold back the spiritual impact of a Christian business. See if you share some of these negative beliefs.

Can your business be MORE?

January 30, 2018 21:27 - 9 minutes - 9.27 MB

Most Christian business people think of their business as one thing, and their church involvement as something else. The Bible, however, clearly paints a picture of business as ministry. If you've ever had thoughts about the possibility of your business becoming more than just a money-making entity, listen to this podcast.

Should we compartmentalize our Christianity?

January 10, 2018 16:11 - 11 minutes - 10.5 MB

Most Christian business people hold that Christianity is about church and business has nothing to do with it. Let's examine that idea.

Bezalel and Your Business

December 07, 2017 15:44 - 4 minutes - 4.99 MB

We like to think of our business as existing separate and apart from our spirituality. That's not the picture the Bible paints. In this episode we discuss the case of Bezalel, who had a spiritual gift of wood-working and jewelry making.

Getting the Last Look

November 28, 2017 18:06 - 10 minutes - 9.12 MB

Every sales person would like to get the "last look" on every bid or quote. But, if you do, it may not be as good as you think it is. Consider some of Dave's insights on this issue.

Preparing better sales questions

November 14, 2017 18:15 - 7 minutes - 7.12 MB

One of the most powerful sales tools for a professional sales person is a powerfully phrased question. They don't generally come out of the blue, on the spur of the moment. Rather, professional sales people take the time to prepare their major questions word for word. Here' s how to do it.

Courage in a business leader

November 14, 2017 17:59 - 8 minutes - 8.15 MB

There are a lot of things that impact a company's success. One of the biggest is the character of the CEO. And, one important character trait is courage. Learn why this is so important to success in business.

Introduction to Sales Systems

October 31, 2017 17:41 - 9 minutes - 8.82 MB

No business becomes successful until they create, implement, and continually refine a powerful sales system. Every other complex work, if it is repeated, eventually becomes systematic. So, too, for sales. Learn how that concept can unleash the potential in your practice/business.

If it ain't broken, don't fix it.

October 18, 2017 17:14 - 10 minutes - 9.94 MB

Every sales person has run into this countless times. The customer is 'happy with the current supplier.' Why change if there aren't any problems? Is there a strategy for this mindset? Absolutely. Listen as we articulate an effective response.

Getting customer calls at night

October 11, 2017 14:30 - 8 minutes - 7.98 MB

Do you receive business calls from your customers at home, at night? Then you should hear what Dave has to say about it.

How God works with business people

October 11, 2017 14:17 - 3 minutes - 3.85 MB

Every Christian business person has wondered about how God works in the business. How much does he do and how much does he expect us to do? Here's a thoughtful, scriptural based answer.

Planning and Preparing

September 14, 2017 16:44 - 10 minutes - 9.38 MB

The average sales person works about 48 hours a week, but only spends about 10 percent of that actually talking to customers and prospects. Doesn't it make sense to make that 10 percent as valuable and productive as possible? That's what effective planning does for you.

Making a huge difference through small things

September 01, 2017 16:00 - 4 minutes - 4.43 MB

What separates the masters from the mediocre? One of the things is the attention to detail and attending to the small things. Getting organized may seem like a small thing, but it can make a huge difference in your effectiveness and efficiency.

Lower Price?

August 31, 2017 16:12 - 10 minutes - 9.34 MB

Why does every customer ask for a lower price? Do they really mean that?

Where Work Fits in God's Economy

August 31, 2017 15:57 - 3 minutes - 3.24 MB

Before God created Eve, before scripture, prophets, priests and pastors, before churches and worship services, God created work. That should give you an idea of where it fits in God's plan.

Ethics for Sales People

August 22, 2017 13:49 - 10 minutes - 9.25 MB

There are few best practices that will touch more aspects of a sales person's performance than his/her code of ethics. Let's think about this together.

How important is the way you dress?

August 15, 2017 16:02 - 10 minutes - 9.34 MB

People judge you on your appearance long before they get to know your personality. That makes your dress an important aspect of your personal presentation.

Setting Sales Goals!

August 15, 2017 16:00 - 4 minutes - 4.17 MB

How do you sort out the unimportant trivial things that clamor for your attention from those things that are important? How do you insure that you are working in the most effective way? How do you tap into your potential to do more, achieve more and become more? Answer: Set goals.

Practical Wisdom from Kahle Way Sales Systems

Episodes