We dread them. We dodge them. We deny, debate and discourage them. What would happen if, instead, we genuinely appreciated our buyers’ objections?
Tag Archives: Calvert
Thu Apr 20, 2017
Thu Jan 12, 2017
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.
Thu Sep 29, 2016
Paying attention. Being fully present. Actively listening. Staying in the moment. It matters a lot when you’re meeting with a buyer.
Thu Aug 18, 2016
Sellers who have a strategic intent to meet buyer needs will ask questions to uncover those needs.
Fri Jul 29, 2016
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.
Thu Jul 7, 2016
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.
Fri Jun 24, 2016
Leaders understand that learning encourages others. So they provide learning opportunities. They set expectations for learning and create learning cultures.
Fri Jun 3, 2016
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.