Tag Archives: Calvert

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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3 Steps to Check Your Intent and Meet Buyer Needs

Thu Aug 18, 2016

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skills

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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skills

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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