Summary of How to Sell Anything to Anyone Anytime

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Rating

7

Qualities

  • Applicable

Recommendation

To learn about any subject, turn to the experts. To learn about military strategy, turn to Sun-Tzu’s The Art of War. To learn about hitting home runs, read The Art of Hitting by Ted Williams. To learn about investing, study The Intelligent Investor by Benjamin Graham. To learn about sales, read this specialist’s guide by sales guru Dave Kahle. He walks you through his “Kahle Way Sales Process,” explaining what to do at every stage to advance and close a sale. He promises that if you follow his time-tested method faithfully, you can surpass your sales quotas, no matter what you sell. Kahle also packs his book with valuable inside tips. Although Kahle’s volume won’t win prizes for innovation, getAbstract recommends his excellent presentation to up-and-coming salespeople and to more experienced sellers who want to do better.

About the Author

Dave Kahle is president of DaCo Corporation, a sales training and consulting firm. He is the author of nine books and numerous multimedia training products.

 

Summary

Dos and Don’ts of the Sales Process

Selling is not a mysterious or magical process. It is wonderfully straightforward – as long as you know what to do. First, forget these misconceptions about sales and salespeople:

  • “Salespeople are glad-handing, outgoing people, and...you must fit into that mold” – Your personality does not determine your sales effectiveness. The determinants are your understanding and application of classic sales principles.
  • “Salespeople are good talkers” – You need to listen to what your prospects want and need. Constant talkers get nowhere.
  • “I must thoroughly know the product if I am going to sell it” – Product knowledge matters, particularly if you represent a technical product or service. Knowing your prospects matters more.
  • “I must believe in a product or service before I could sell it” – Selling depends on getting your prospect to believe in what you sell. To accomplish that, demonstrate how your offering meets your customer’s wants and needs.
  • “If I offer a quality product or service, people will come to me and I don’t need to sell effectively” – “If you do it better, people...

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Comment on this summary

  • Avatar
  • Avatar
    R. Z. 1 year ago
    Excellent
  • Avatar
    K. J. 1 year ago
    The main objective is for you to give what your client need and want. Therefore, prepare on asking questions rather than throwing on what you personally think.
  • Avatar
    M. P. 1 year ago
    Good content
  • Avatar
    R. A. 1 year ago
    What I like most is to be an active listener. It is a skills that need in selling to really understand the customer’s need.
  • Avatar
    S. M. 1 year ago
    Good
  • Avatar
    K. A. 1 year ago
    Excellent tips
  • Avatar
    A. B. 1 year ago
    Good
  • Avatar
    B. N. 1 year ago
    Excellent tips
  • Avatar
    S. S. 1 year ago
    Excellent selling skills
    • Avatar
      Perwez Ahmed 1 year ago
      Useful tips on to be successful sales person
  • Avatar
    S. M. 1 year ago
    Motivating selling process
  • Avatar
    A. S. 1 year ago
    Worth listening.
  • Avatar
    H. G. 1 year ago
    Excellent selling tips
  • Avatar
    S. C. 1 year ago
    Excellent
  • Avatar
    D. D. 1 year ago
    Nothing new
  • Avatar
    M. B. 1 year ago
    Really informative
  • Avatar
    A. B. 1 year ago
    Xcllent vey thought provoking tips
  • Avatar
    V. G. 1 year ago
    Marvellous & highly interesting
  • Avatar
    S. S. 1 year ago
    Great
  • Avatar
    J. B. 1 year ago
    Good
  • Avatar
    T. J. 1 year ago
    Amazing book
  • Avatar
    S. G. 1 year ago
    Nice usefull
  • Avatar
    N. J. 1 year ago
    Very useful for us
  • Avatar
    M. S. 1 year ago
    Good one for sales person
  • Avatar
    M. K. 1 year ago
    Very useful, will help sells person like us
  • Avatar
    S. B. 1 year ago
    Quite relevant to our day to day job
  • Avatar
    P. R. 1 year ago
    Six steps suggested are very true when it comes to sell
  • Avatar
    V. G. 1 year ago
    Very useful
  • Avatar
    S. C. 1 year ago
    Useful for us
  • Avatar
    V. R. 1 year ago
    Very useful for sale person
  • Avatar
    S. G. 1 year ago
    Very good. All six steps. Explained beautifully.
  • Avatar
    S. G. 1 year ago
    Vwey good. All six steps explained beautifully.
  • Avatar
    D. B. 1 year ago
    Excellent. Every steps are very very important
  • Avatar
    N. K. 1 year ago
    Really so useful
  • Avatar
    M. S. 1 year ago
    Important point for good sales quotas
  • Avatar
    P. S. 1 year ago
    Very good
  • Avatar
    S. K. 1 year ago
    Very good
  • Avatar
    S. D. 1 year ago
    Well explained
  • Avatar
    R. P. 1 year ago
    Useful learning
  • Avatar
    M. S. 1 year ago
    Really so useful
  • Avatar
    N. S. 1 year ago
    Nice selling skill
  • Avatar
    T. S. 1 year ago
    Feeling confident in strengthening inner ability of selling skills
  • Avatar
    R. S. 1 year ago
    Good course for learning.
  • Avatar
    P. P. 1 year ago
    Feeling Great
  • Avatar
    P. S. 1 year ago
    Nice
  • Avatar
    N. S. 1 year ago
    Good learning course
  • Avatar
    A. N. 1 year ago
    Important learning
  • Avatar
    S. C. 1 year ago
    Good learning course
  • Avatar
    D. S. 1 year ago
    Good course
  • Avatar
    S. C. 1 year ago
    Yeah, practical depiction
  • Avatar
    K. P. 1 year ago
    Like it
  • Avatar
    M. P. 1 year ago
    Great learning
  • Avatar
    K. R. 1 year ago
    Great learning.
  • Avatar
    N. A. 1 year ago
    Great learning
  • Avatar
    N. A. 1 year ago
    Salespeople more active
  • Avatar
    N. A. 1 year ago
    This learning to improve effective salespeople.
  • Avatar
    N. A. 1 year ago
    This learning to improve salespeople into effective salespeople.
  • Avatar
    N. T. 1 year ago
    great learning
  • Avatar
    S. V. 1 year ago
    Great learning
  • Avatar
    K. S. 1 year ago
    So much there to leArn from this ...
  • Avatar
    A. M. 1 year ago
    Great learning
  • Avatar
    M. S. 1 year ago
    Good learnings to improve our selling skills,Thanks
  • Avatar
    V. I. 1 year ago
    Excellent
  • Avatar
    A. P. 1 year ago
    Nice selling skill
  • Avatar
    A. T. 1 year ago
    Wonderful learning
  • Avatar
    G. B. 1 year ago
    Good learning
  • Avatar
    N. S. 1 year ago
    Good learning
  • Avatar
    S. V. 1 year ago
    Good
  • Avatar
    S. P. 1 year ago
    Good learning
  • Avatar
    A. T. 1 year ago
    Very good course
  • Avatar
    C. P. 1 year ago
    Good explained
  • Avatar
    D. G. 1 year ago
    Very beautifully explained
  • Avatar
    S. W. 1 year ago
    Good learning
  • Avatar
    A. S. 1 year ago
    Very beautifully explained
  • Avatar
    B. B. 1 year ago
    Very nice
  • Avatar
    M. R. 1 year ago
    GOOD Sir,
  • Avatar
    M. R. 1 year ago
    GOO Sir,
  • Avatar
    K. K. 1 year ago
    Nice
  • Avatar
    K. P. 1 year ago
    Good one
  • Avatar
    K. P. 1 year ago
    Good learning
  • Avatar
    K. M. 1 year ago
    Nice
  • Avatar
    T. T. 1 year ago
    Also nice
  • Avatar
    B. M. 1 year ago
    This is also nice one
  • Avatar
    R. M. 1 year ago
    Good one
  • Avatar
    B. S. 1 year ago
    Good one
  • Avatar
    A. K. 1 year ago
    Good
  • Avatar
    A. S. 1 year ago
    Very good
  • Avatar
    P. N. 1 year ago
    Good
  • Avatar
    M. J. 1 year ago
    Very Good Cousre.
  • Avatar
    S. C. 1 year ago
    Very nice
  • Avatar
    M. N. 1 year ago
    Nice
  • Avatar
    A. S. 1 year ago
    Good
  • Avatar
    S. S. 1 year ago
    Great learning
  • Avatar
    I. S. 1 year ago
    Good
  • Avatar
    A. S. 1 year ago
    Great
  • Avatar
    A. M. 1 year ago
    Great
  • Avatar
    S. X. 1 year ago
    Selling is both simple & incredibly challenging.its really good
  • Avatar
    D. M. 1 year ago
    Nice
  • Avatar
    V. P. 1 year ago
    Wow...Ultimate..
  • Avatar
    Y. M. 1 year ago
    Great
  • Avatar
    S. H. 1 year ago
    Simply superb
  • Avatar
    P. C. 1 year ago
    Very much structured.. Good and informative
  • Avatar
    S. H. 1 year ago
    When you want sales it starts
  • Avatar
    S. B. 1 year ago
    When desire becomes need then sales start.
  • Avatar
    A. 1 year ago
    Great
  • Avatar
    R. D. 1 year ago
    Good one
  • Avatar
    A. S. 1 year ago
    Very Nice
  • Avatar
    A. G. 1 year ago
    Great
  • Avatar
    D. M. 1 year ago
    Nice
  • Avatar
    G. S. 1 year ago
    6steps are really very useful to devolve good selling skills
    • Avatar
      Duvarakeesh T P 1 year ago
      Yes I agree
  • Avatar
    S. S. 1 year ago
    Great
  • Avatar
    G. M. 1 year ago
    Good
  • Avatar
    S. S. 1 year ago
    Perfect
  • Avatar
    M. V. 1 year ago
    4th point is very true, it is not important that what we have. It is most important is what best solutions we are offering for his NEEDS.
  • Avatar
    M. A. 1 year ago
    Perfect
  • Avatar
    S. G. 1 year ago
    Excellent...
  • Avatar
    T. K. 1 year ago
    6 step is very practical and can be made most of it.
    • Avatar
      S Bhattacharya 1 year ago
      Excellent