Tag: calvert

Critical Thinking: What It Is & Why It Matters in Sales

The dic­tio­nary def­i­n­i­tion of crit­i­cal think­ing is “the objec­tive analy­sis and eval­u­a­tion of an issue in order to form a judg­ment.”

Do You Show Up As A Leader?

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.

The Importance of Leadership Transparency

Lead­er­ship trans­paren­cy has also been called busi­ness’ “cur­ren­cy of trust.” As you know, trust is the foun­da­tion of any rela­tion­ship.

B2B Sales Productivity: 5 Sales Hacks You Can Afford

Every minute mat­ters. When you’re in sales, your pro­duc­tiv­i­ty can swing up or down based on how you man­age the min­utes.

How to Inspire Others During Adversity

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.

How to Do A Sales Presentation That Builds Buyer Desire

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.

How to Assess Customer Needs in Half the Time

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.

7 Tips for Building Trust in Sales With Improved Communication

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.

How The Sales Negotiation Skills You Were Taught Are Tanking Your Sales

The buy­er is ask­ing for price infor­ma­tion before the needs assess­ment, before the solu­tion has been craft­ed, and before val­ue has been estab­lished.

The Language of Leadership

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. 

3 Types of Questions That Transform Leads to Sales

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

Needs Assessment and Qualification Are Not The Same Thing

Dis­cov­ery, also known as needs assess­ment or needs analy­sis, is meant to be about the buyer’s pri­ma­ry needs. By con­trast, qual­i­fy­ing ques­tions are about the buyer’s needs for you and your prod­uct, plus their abil­i­ty to buy at this time. 

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