Tag Archives: Listening

The Right Questions

What’s missing from most sales calls? The right questions. Knowledge is paramount in creating the opportunity to win a sale. In fact, although a number of factors will ultimately influence the outcome of a sale – key relationships, reputation, personal credibility, solution capabilities and others – it is almost always true that the person with […]

The One Skill That Great Salespeople Can Teach Managers

As a manager – unless, of course, you’re a SALES manager – you probably don’t feel much connection with salespeople. It’s unlikely that you’re wandering over to the sales department looking for insights into management or leadership. In fact, if you’re like most people, you have a certain aversion to selling, and the last person […]

Tell Me What You Think (But Not Really)

Leadership experts believe that an effective leader should be open to dissent or differing opinions. Jim Collins, for example, said the following in Good to Great: “Leadership is about vision – but it is equally important to create a climate where truth is heard and brutal facts are confronted.” In other words, a good leader […]