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Category Archives: Emotional Intelligence

Sales Leadership – the power of preparedness, curiosity and courage in times of flux

BarrettSalesTrends2018-logo-Sales-Trend-7-Sales-Leadership-the-power-of-preparedness-curiosity-and-courage-in-times-of-flux

Sales Trend 7 from the Barrett’s 12 Sales Trends Report for 2018 is about leadership, in particular, which characteristics are key for leaders in times of flux. The state of flux we are experiencing, is bringing about a shift in the top key qualities required to be an effective business executive and leader. It’s not […]

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The Optimistic Sales Professional

optimism

Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. And there’s a body of research showing that keeping an optimistic outlook and having the physical energy to meet the demands of working in sales are critical […]

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Sales Trend 3: Human Centred Selling – designing Empathetic Customer Centric Cultures

BarrettSalesTrends2018-logo-Sales-Trend-3-Human-Centred-Selling-designing-Empathetic-Customer-Centric-Cultures

Sales Trend 3 from the Barrett 12 Sales Trends Report for 2018 is about Human Centred Selling. Bestselling author and business icon Stephen Covey once said: “When you show deep empathy toward others … That’s when you can get more creative in solving problems”. In this hyper connected world it’s easy to gain access to […]

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Don’t die wondering, the real secret to sales success – Part II of II: the person

knowledge-skills-mindset

How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is promising a silver bullet ‘if only you do this one thing’ which doesn’t help us at all? As I mentioned last week, the business of […]

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Why everybody benefits from being more ‘Otherish’

Concept Of Balance, Fair Exchange of Value

What does being ‘Otherish’ mean? Adam Grant, in his bestselling book Give and Take, talks about the concept of “otherish” being the opposite of selfish and different from selflessness. “Otherish” people consider both their own interests and the interests of others simultaneously; they are looking for win-win situations, as opposed to selfless people who may […]

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Getting your sales perspective in 2015

taking perspective

Perspective Taking is a critical life skill that can serve us well no matter what role we are in. Perspective Taking is also a vital sales skill if we want to develop viable relationships with clients, influence people to consider and buy our offerings, grow sales and lead successful sales careers. What is Perspective Taking?Perspective […]

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Sales Psychology – The Theory of Mind

When we interact and work with people (customers, colleagues, managers, friends, family, etc.) it is important to be able to interpret and understand where the other person is coming from – their perspective, especially if we want to continue interacting and working with them in a manner that is beneficial to both parties. Interpreting and […]

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Ego is a dirty word in sales & sales management

Having a big ego is often associated with the sales profession.   For many years the supercharged Alpha male, 600 lb sales gorilla has been the poster person for successful salespeople.   And then there is the larger than life sales manager who charges in to save the day by taking over the sales call, making the […]

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Empathy – The New Sales Edge

Late last year we published the 12 Sales Trends Report for 2013 and released a brief summary of each sales trend in December.  Over the year we will delve a little deeper into each sales trend.  To kick off the New Year we will focus on the Sales Trend Empathy. This sales trend is seeing […]

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Sales Lessons out of the mouths of babes

‘Out of the mouths of babes’ is one of those expressions you hear adults utter occasionally.  Often amazed at the remarkable or insightful things children say, I think we do children an injustice by thinking this is an infrequent or rare occurrence.   The many children I have met over the years are very perceptive, smart […]

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