Listening & Decision Making
Answer these questions to see how accurately you hear what your communication partner intends you to hear, and how much business you are losing as a result.
1. How often do you enter conversations to hear what you want to hear – and disregard the rest?
2. How often do you listen to get your own agenda across, regardless of the needs of the speaker?
My life’s work has focused on enabling bias-free decisions by facilitating the human criteria that often distort decisions. Until now, I’ve focused on helping sellers…
Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing, we’ve focused on the sell side. In October, Pat Spenner of CEB wrote an article in Forbes titled: You’re Doing it Wrong: Demand Generation. This is the first time I’m aware of that a mainstream publication has […]
An interesting year. Sales technology…
As coaches, we aim to help our clients make the changes they seek. And yet they often fail to make, or maintain, the changes. There’s a reason: we approach change as a behavioral shift rather than a core transformation of the internal system. Change is a systems problem not a new behavior choice.
Let me […]
As sales professionals, I’m sure you recognize that the sales model is merely a solution placement model: it ignores the behind-the-scenes human issues that buyers must address and decide on prior to buying, leaving sales people outside the meat of the decisions during the largest portion of the buying decision path.