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Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Sellers need sophisticated communication and consultative skills to understand varying stakeholder needs. Heres a breakdown of a typical B2B buying committee and communication strategies.
An important assessment that I use a lot is for EmotionalIntelligence (EQ). EQ covers a lot of the important abilities people need to support good communications and relationships. Furthermore, whereas personality is fairly fixed we can improve our emotionalintelligence. kimtasso.com). kimtasso.com).
When we meet someone, we show interest in them and learn about them (to build empathy and see the world through their eyes An introduction to emotionalintelligence (EQ) and empathy (Video) (kimtasso.com) ) by asking questions. – Kim Tasso March 2010 How do you close a sale?
Digital environment – Where people buy people, the challenge of forging strong personal relationships becomes more acute when most communications are managed through digital channels. This has changed the sales process fundamentally in many environments.
It is defined as using questions to “clarify meaning, elicit emotion and consequences, as well as to gradually create insight or explore alternative action” (James, Morse, & Howarth, 2010). – Kim Tasso March 2010 How do you close a sale? It is helpful to surface knowledge that was previously outside of our awareness.
They are organised into sections: The seller mind shift To see To think: Synthesising your sell To think: Communicating your sell To improve Closing the sale Selling skills The author considers the difference between using our innate natural selling skills compared to learned techniques. How it is better than competitors?
Evidence for a collective intelligence factor in the performance of human groups. Can you assess your own emotionalintelligence? Woolley, A. Chabris, C. Pentland, A., Hashmi, N., & Malone, T. science, 330(6004), pp. Burckle, M. & & Boyatzis, R. Evidence supporting multi-rater assessment.” Hay/McBer Research Report.
Self-criticism is more likely to lead to an increase in depression rather than motivation (Giebert et al, 2010). When we create a vivid image of ourselves in the future , it becomes easier to make choices in the here and now that will benefit our future (Peters & Buchel, 2010). A common example is reframing fear into excitement.
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