Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Good Book on Business.

SHOW SUMMARY

In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy dive deep into the essence of authentic salesmanship and effective time management. We feature guest Dave Kales, a sales expert, who shares invaluable insights on boosting sales through strategic conversations and disciplined habits. Topics include the significance of planning, the power of preparation, and maintaining professionalism in sales. This episode is a goldmine for anyone looking to elevate their sales game in a trust-deficient world.

KEY TAKEAWAYS

• Preparation is Key: Success in sales heavily relies on thorough preparation. Investing time in understanding your product, researching customers, and planning your interactions can significantly impact your performance.
• Time Management: Effective time management is essential. Prioritizing high-potential accounts, setting boundaries, and maintaining a disciplined schedule can lead to immediate improvements in sales results.
• Annual and Monthly Planning: Taking time annually to plan and organize your goals, and setting aside monthly reviews to adjust your strategies, helps maintain focus and direction.
• Daily and Weekly Organization: Consistently organizing your daily and weekly activities ensures that you stay on track and maximize your productivity.
• Respect for the Customer: Viewing your interactions from the customer's perspective and striving to make each engagement valuable builds trust and strengthens relationships.

QUOTES

• "Half of your success in sales comes from the work you do when you're not in front of the customer."
• "Invest your sales time where it will get the best return on investment."
• "Preparation is not just about knowing your product; it's about knowing your customer and planning every interaction thoughtfully."
• "In today's world, winging it is no longer an option. Respect your customer's time by being thoroughly prepared."

Learn more about David Kahle:
LinkedIn: https://www.linkedin.com/in/davekahle/

Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

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