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Home » Authors » Dave Kahle

Articles by Dave Kahle

Top Gun Sales

The Biggest Time Wasters for Sales People

From the allure of the urgent to the lack of thoughtful planning, here are four of the most common time wasters.
December 6, 2016
Dave Kahle
No Comments
Good time management for sales people has been an obsession of mine for more than 30 years. In the last...
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Top Gun Sales

Seven Ways to Build Rapport with Anyone

Rapport, like lubricating oil, reduces the friction and makes the interaction work smoother.
September 7, 2016
Dave Kahle
No Comments
Building rapport with customers is like squirting oil into gears. Imagine some gears grinding together. When you squirt lubricating oil...
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The question is the key

A question is your most powerful thinking device, shaping and prompting excellent analysis, great prioritizing, powerful creativity and effective plans.
August 11, 2016
Dave Kahle
No Comments
Focus, focus, focus. That’s the phrase I find myself repeating constantly in every sales seminar I present. I believe focus...
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The power of an elevator speech

What I like to call a ‘value-added proposition’ helps refine who you are as an organization. You will become who you tell people who you are.
July 12, 2016
Dave Kahle
No Comments
“Why should someone spend time with you?” That was the question I asked the six sales people who were the subjects...
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Top Gun Sales

The Incredible Power of an Elevator Speech

July 11, 2016
Dave Kahle
No Comments
“Why should someone spend time with you?” That was the question I asked the six sales people who were the...
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Top Gun Sales

A Propensity to Take Risks

May 10, 2016
Dave Kahle
No Comments
What sets the exceptional professional apart from the average? Regardless of what the profession, from sales to psychiatry, the exceptional...
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Just listen!

April 6, 2016
Dave Kahle
No Comments
I recently came across some research that confirmed what many of us in the profession of educating salespeople have known...
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Characteristics of successful salespeople

March 14, 2016
Dave Kahle
No Comments
Are successful salespeople made or born? It is the eternal question: The sales manager’s version of nature vs. nurture. Since I...
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Are your customer relationships an asset or an obstacle?

February 8, 2016
Dave Kahle
No Comments
Positive customer relationships are the basis of much B2B business, right? Positive business relationships ensure us an audience with the...
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Top Gun Sales

A Passion for Sales

January 1, 2016
Dave Kahle
No Comments
One of my clients recently mentioned to me that when hiring prospective sales people he looks for a "passion for...
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