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Listening

Sellers Ask the Wrong Questions
Monday, 25 Feb, 2019
Sellers Ask the Wrong Questions

I recently accepted a cold call from an insurance guy because I was thinking of switching providers.

Servant Leadership: new skills to serve others, and why the old ones don’t work
Monday, 25 Feb, 2019
Servant Leadership: new skills to serve others, and why the old ones don’t work

I became enamored of the concept of Servant Leadership in the 1980s.

We Don’t Know How to Hear Each Other: how biases distort our conversations
Monday, 18 Feb, 2019
We Don’t Know How to Hear Each Other: how biases distort our conversations

So many people are feeling disempowered and ignored, targeted

Why We Get Objections
Monday, 28 Jan, 2019
Why We Get Objections

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place solutions by information sharing and gathering, ignores the vast opportunity to close more sales by adding the function of facilitating Buyer Readiness (i.e. systemic change). The absence of this capability restricts sales to searching for those ready to buy, and causes objections en route:

You’re getting objections not because of your terrific solution,

Listening Biases: How Influencers Unwittingly Restrict Possibilities
Monday, 28 Jan, 2019
Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a

Our Listening Biases Restrict Success
Sunday, 20 Jan, 2019
Our Listening Biases Restrict Success

The problem with accurately hearing what others mean to convey is not