Tag Archives: Calvert

Overcoming Sales Objections Is Easier than You Think

Thu Apr 20, 2017

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objections

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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objections

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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objections

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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3 Steps to Check Your Intent and Meet Buyer Needs

Thu Aug 18, 2016

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objections

Sellers who have a strategic intent to meet buyer needs will ask questions to uncover those needs.

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Why Leaders’ Actions Overshadow Intentions

Fri Jul 29, 2016

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objections

Throughout our lives, in every relationship and situation, people will judge what they see us doing no matter what it was that we intended or meant to do. In leadership, your credibility rides on this. Actions overshadow intentions.

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Seller Differentiation Is the New Competitive Differentiation

Thu Jul 7, 2016

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objections

Even if you represent a strong brand and product, you may need to work on seller differentiation in order to be positioned favorably in the buyer’s mind.

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Leaders Should Encourage Learning Opportunities

Fri Jun 24, 2016

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objections

Leaders understand that learning encourages others. So they provide learning opportunities. They set expectations for learning and create learning cultures.

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Communication Skills in Leadership When You Can’t be Face to Face

Fri Jun 3, 2016

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objections

Worldwide, there are now more than one billion people who primarily work remotely. They work on the road, in home offices, and in satellite offices. Fostering communication skills in leadership long-distance like this can be hard.

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The Right and Wrong Way to Motivate a Team

Wed May 11, 2016

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objections

Managers talk a lot about how to motivate a team. Sales managers motivate, or so they think, with financial incentives and contests.

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