Dave Kahle: The Power of Process in Selling Anything, Anytime

Conversational Selling

About Dave Kahle: Dave Kahle is the President of Kahle Way Sales Systems, a company where they help CEOs and VPs of Sales for Wholesale Distributors increase sales, gain market share, and significantly increase the ROI from their salespeople in 15-30 minutes a week. He is a B2B sales expert and Christian business thought leader. Dave helps his clients increase their sales and improve their sales productivity. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of salespeople and transform hundreds of sales organizations. Sign up for his free weekly Ezine. Three international entities recognized his book, How to Sell Anything to Anyone Anytime, as "one of the five best English language business books." Check out the latest episode of our Conversational Selling podcast to learn more about Dave.

In this episode, Nancy and Dave discuss the following:

• The importance of sales processes
• Importance of sales processes: big picture vs. day-to-day
• Strategies to make prospects comfortable: first impressions, appropriate dressing, sharing personal details, effective questioning
• Investing in sales managers: their impact on salespeople's behaviors
• Virtual selling: increased need for thorough preparation
• Use of "snippets" in sales conversations and their value in everyday life

Key Takeaways:

• Sharing something personal and unique about yourself breaks the barriers between you and the customer.
• The depth and detail of your question have a lot to do with how you make people comfortable with you.
• The sales managers are the in-between step between management and salespeople.
• Everybody can sell better if they choose to. They can.

"In that book, we talk about two different levels of sales process. The big-picture sales process is what a sales organization and the salesperson do over time. And then what I call the day-to-day or the nitty-gritty sales process is what a salesperson does with a customer or a prospect. […] Let me talk about the nitty-gritty sales process and how it relates to everyday activity. So, the first step in the prospect is to engage with the right people. And that can trump everything else. If you spend your time with the wrong people, no matter how well you do everything else, it's a waste of time. So, step one is to engage with the right people. Step two is to make them comfortable with you. Because if they're uncomfortable with you, they won't react transparently and honestly. Step three: find out what they want. And again, there's a whole body of content surrounding each of these. I mean, a couple of days' training for each of these. The next step is to show them what you have given them and what they want. And again, that applies to anything, anywhere, anytime. That's why it's the title of the book. Then, you agree on the next step. And again, each one of these can be at least a couple of training days. At that point, you follow up because the decision is typically made in the business-to-business world. The decision to buy is typically made when you're not there. So, you follow up and leverage satisfaction with this, which salespeople often neglect to do but to leverage satisfaction into additional internal or external opportunities. And then you know what? You're back where you started from. So that's the process. That's the process that an individual salesperson uses to relate and sell anybody, anything. You have to do all those things regardless." – DAVE

"There's a whole lot of things, like number one, that is so often overlooked, and that is to make an excellent first impression—to look like you, to sound like someone that people can talk to and relate to. So that's step one. And then there are so many things, like, for example, how you dress. I have a rule—you should dress like your customer, only a little better. So, if you're a man wearing a suit and tie, calling on farmers, I mean, your suit and tie is separating you from connecting with that farmer, from making that customer comfortable with you. So, you dress like the customer, only a little bit better. And that's the rule for everybody. And then, there's sharing. I like to share something personal. It forces the customer to see you as a human being, not just a role player. You're not just a salesperson; you're a real person.- DAVE

"It's here to stay, and it's growing, and it has, and it required. It requires not necessarily something new, but the salespeople who are selling virtually have to be much better. For example, you cannot make an appointment to talk with somebody on a Zoom call and not be thoroughly prepared. You know, like so, the pressure to be thoroughly prepared so you're not wasting time looking foolish on a Zoom call is far greater than if you stop by. You're just going to stop by and see them, and sometimes you're not fully prepared, but you cannot do that on a Zoom call. Now, it's increased by a multiple. So, number one, they must be far more prepared. You know, with agendas and objectives of every sales call. That's always been a best practice, but many have ignored it. You can't ignore that anymore. And so, you know, that's a big one. And then there are lots of things that kind of fall underneath that, things that you need to do when you're selling virtually that you don't necessarily need to pay that much attention to when you're selling live." – DAVE

Connect with Dave Kahle:

• LinkedIn: https://www.linkedin.com/in/davekahle
• Website: https://www.davekahle.com/
• Housing Lessons: www.thesalesresourcecenter.com

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