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Practical Wisdom from Kahle Way Sales Systems

We apply 30 years of practical experience to help sales people sell better, and sales leaders lead better. 

Jul 29, 2021

The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace.  We are in extraordinary times.  And unprecedented times call for unique and disciplined approaches if we are to survive and thrive.

          In this podcast, I begin a series to help us...

Jul 22, 2021

One of the top ten strategies for effective time management for salespeople is this:  Nurture helpful relationships.  Listen as Dave unpacks this powerful strategy and shows you how to enhance your effectiveness by implementing this concept.

The Sales Leader's Excellence & Influence...

Jul 15, 2021

There is one tool that it so far superior to anything else, that it is in a class by itself.  Asking a good question is the single-most effective thing you can do with a customer.  A well-phrased, appropriately-timed question is your most powerful sales tool. In this podcast, we drill down into it.

The Sales Leader's...

Jul 8, 2021

How can I sell when I’m not the lowest price? I wish I had a dollar for every time I was asked that question in a sales training session. 

        First, let’s start with this premise: “Low price” is not the main reason people buy!  In every survey of buying motivations I’ve ever read, low price is never the...

Jul 1, 2021

Q.  I have a problem.  I still find a percentage of customers who keep me at “arms length.”  How do I overcome this attitude from the select few of my customers?

Q. You have convinced me that spending time face-to-face with customers is the best use of my sales time. How much of my week should I spend entertaining...