crucial conversations tools for talking when stakes are high kerry patterson

crucial conversations tools for talking when stakes are high   kerry patterson

crucial conversations tools for talking when stakes are high kerry patterson

... of learnable tools tools for talking when stakes are high. We then taught these skills and watched as key performance indicators and relationships improved. Now we’re ready to share what we’ve ... well-being? SUMMARY When stakes are high, opinions vary, and emotions start to run strong, casual conversations transform into crucial ones. Ironically, the more crucial th...

Ngày tải lên: 04/07/2014, 20:18

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How to Compete and Win When the Stakes are High_1 pot

How to Compete and Win When the Stakes are High_1 pot

... say. There are unfortunate exceptions, but, for the most part, salespeople using an Era 2 approach aren’t purposely trying to beat up their customers. They are simply Reality Check Are You Challenging ... salesperson says, ‘‘but I know when I spend all my time talking about our products, I usually don’t get the sale. So, I rarely, if ever, use the brochures.’’ These top performers...

Ngày tải lên: 22/06/2014, 02:20

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How to Compete and Win When the Stakes are High_2 pptx

How to Compete and Win When the Stakes are High_2 pptx

... complexity rises. For instance, when we created a decision tree for one client, it quickly grew to over 650 branches. But the rewards for undertaking this effort are correspondingly high. The decision ... other way to ensure that you are developing all of the information required to guide your customer to a high- quality decision. There are also other less obvious rea- sons....

Ngày tải lên: 22/06/2014, 02:20

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How to Compete and Win When the Stakes are High_4 pdf

How to Compete and Win When the Stakes are High_4 pdf

... 121 E1C05 02/02/2010 Page 123 Questions are more than tools to elicit information. When questions are being asked and answered, the cus- tomer is forming opinions that are critical to the outcome of the ... complex sales, customers are often unaware of the full extent of their problems; and even when they do understand them, they are just as often reluctant to share that infor...

Ngày tải lên: 22/06/2014, 02:20

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How to Compete and Win When the Stakes are High_6 pot

How to Compete and Win When the Stakes are High_6 pot

... the answers that they are looking for, and even better yet, you have set a very high stan- dard that your competitors must meet to win the sale for themselves. Unless they are operating in Era ... Must Be Prepared to Not Be Prepared. Like pilots who are trained to react to emergencies al- most reflexively and without panic, sales professionals also need to be prepared to not be prep...

Ngày tải lên: 22/06/2014, 02:20

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How to Compete and Win When the Stakes are High_7 pot

How to Compete and Win When the Stakes are High_7 pot

... to speak—requires a higher-level approach, a transformative performance improvement effort that is conducted in an in- tegrated and sustainable fashion. As Shumeet Banerji, Paul Leinwand, and Cesare Mainardi ... processes. For example, what is the basis for your current forecasts? Usuall y, they are based on the best guesses of individual salespeople as to how ‘‘interested’’ their custo...

Ngày tải lên: 22/06/2014, 02:20

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How to Compete and Win When the Stakes are High_8 docx

How to Compete and Win When the Stakes are High_8 docx

... believe are the qualifications for exceptional performance. Sales managers in a Diagnostic Business Development environment , on t he ot her hand, can h ire based on the sales platform they are using ... performance metrics; and resources needed to help achieve the goals. It should be a formal document agreed to by the salesperson and management. This business pla n serves as the basis...

Ngày tải lên: 22/06/2014, 02:20

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How to Compete and Win When the Stakes are High_10 docx

How to Compete and Win When the Stakes are High_10 docx

... navigate and win high -stakes sales. You will fi nd yourself rethinking your beliefs about selling, applying this straightforward strategy, and achieving the success you are looking for. Jeff will ... Business Development capability, xxii, 195–208 developing tailored platform for, 199–205 extending platform in, 206–208 pilot programs in, 205–206 for prevention of value leakage, 2...

Ngày tải lên: 22/06/2014, 02:20

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Inside words - Tools for teaching academic vocabulary grade 4-12

Inside words - Tools for teaching academic vocabulary grade 4-12

... before visiting their home or natual habitat. I would want to know what Komodo dragons eat and whether they eat people or not. Are these dragons rare or are they com- mon? If they are rare, are ... instructional strategies similar to those highlighted in Tools for Teaching Content Literacy. It also joins the two formats: I blended the quick overview format from Tools with severa...

Ngày tải lên: 04/09/2013, 16:38

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Tools for management, workshop and consulting

Tools for management, workshop and consulting

... business context. Most of these tools are closely linked to strategic consulting work to achieve a competi- tive advantage for a company, although these tools are not restricted to a busi- ness ... which tools I suggest for each activity. A similar overview is provided in table format in Scenario: Good practice for project and problem definition (section 9.2) on page 366. 2.2...

Ngày tải lên: 08/10/2013, 18:11

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