Humans are still necessary in the changing sales world, because only humans can detect, adapt and respond to emotional states and what others say and do. Soft skills will become the primary areas of focus in sales training.
Selling has changed. Customers have more resources that equip them to address their challenges independently. As a result, they are leaving sales professionals out of the process. Salespeople need to find a way back in.
Conflict: It’s a word that has been tinged with negativity for many years, but it can be helpful, depending on your approach. When we enter into conflict having let go of the desire to win, many different opportunities unfold.
Many people think the way to increase their presence is to dominate conversations, but, when asked to name one quality all successful business leaders have, they eventually say, “They listen.” To increase your presence in meetings, try active...
The sales manager’s goal is to help employees solve their problems, not to encourage them to lay their problems at their office door. In order to help them do so, it’s imperative that you help sales managers develop active listening skills.
Also known as the inner critic, imposter syndrome is that nasty voice that tells us we are a fraud. It might say things like, “Who are you to [do this, charge that, lead this]?”
While there is no shortage of information on how crucial active listening is to sales, the question often lies in how to immediately start using and benefiting from active listening.