Tag Archives: Calvert

Conversation is Not A Competitive Sport

Thu Oct 19, 2017

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The past few months I’ve been engaged in an ongoing dispute over something very important. In this protracted negotiation, one of the things that bothers me most is that the other party seems to think that conversation is a competitive sport. The very same thing happens all too often in sales.

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Negotiate Smoothly by Understanding Conflict Styles Part 2: Competing and Avoiding Styles

Thu Aug 31, 2017

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negotiate

Using a Competing style can be extremely effective when the other party opens with their own Competing style. You may need to go toe-to-toe with buyers who are Competing so as not to lose ground or respect.

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Negotiate Smoothly by Understanding Conflict Styles

Thu Aug 24, 2017

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negotiate

In sales, ever meet someone who seems to have a natural finesse for smoothing out the rough edges in a sales negotiation and an ability to defuse tension in any conflict situation?

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The Selling Skills Your Buyers Really Want to See

Thu Aug 3, 2017

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skills

Selling-skills training and books typically focus on accomplishing the sales goal: how to open the sale, close the sale, overcome the objection. It’s sales-focused. But what about the skills that buyers would like to see sellers exhibiting?

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Why Closed-Ended Questions Stymie Your Sales

Thu Jun 29, 2017

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skills

Not all closed-ended questions are bad. In fact, some serve an important purpose. Some, but not all.

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How Getting Clarity on Your Sales Philosophy Will Boost Your Sales

Thu Jun 1, 2017

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skills

A PSP is a simple and abiding set of beliefs about how you sell. With it, you’ll solidify your core values and determine which actions best represent those values. You’ll have congruence that will make you proud of who you are and what you do.

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Overcoming Sales Objections Is Easier than You Think

Thu Apr 20, 2017

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skills

We dread them. We dodge them. We deny, debate and discourage them. What would happen if, instead, we genuinely appreciated our buyers’ objections?

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Empathetic Listening Means You’ll Hear Feelings, Too!

Thu Jan 12, 2017

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skills

In addition to the information shared in a direct response, sellers are also advised to listen for feeling. Empathetic listening is a sure-fire way to connect with buyers and build trust.

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Are You Staying in the Moment During Sales Calls?

Thu Sep 29, 2016

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skills

Paying attention. Being fully present. Actively listening. Staying in the moment. It matters a lot when you’re meeting with a buyer.

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