When people ask me how they can make others see them as a leader, I think of the classic children’s story The Emperor’s New Clothes. That is the one where the vain emperor is duped into believing his clothing has been woven from the finest (invisible!) fabrics and threads.
Author: Deb Calvert
Leadership transparency has also been called business’ “currency of trust.” As you know, trust is the foundation of any relationship.
Times are tough, and they’re only getting tougher. As the Center for Creative Leadership says, we live in a VUCA world, surrounded by Volatility, Uncertainty, Complexity and Ambiguity.
Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale. B2B buyers aren’t buying because they aren’t getting value during these one-sided sales presentations where the seller does all or most of the talking.
The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long.
Ensuring clarity in communication is the responsibility of each individual, particularly since our performance is so frequently appraised based on our ability to effectively communicate.
The buyer is asking for price information before the needs assessment, before the solution has been crafted, and before value has been established.
When we choose words carefully, we are viewed as being in command, powerful, as we describe the world around us. Leaders go one step further. They use the language of leadership.
DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes … only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes
Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.