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…Bill Blair: Well, several thoughts. First, the assessment has a behavior category that it looks at called openness to change. Second, comfort with conflict, because change is conflict, in a way, right? And so we…
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…about an account situation to the questions on the assessment enables salespeople to identify specifically what they know and don’t know about the account. This alone changes behaviors: They are better able to ask questions…
…be able to do it the first time. The qualification assessment helps managers do their jobs in many powerful ways. Common language and framework of issues The assessment questions provide the sales manager with great…
…things like “Protective Life Sucks” or “Northwestern Mutual Scam”). The search turned up nothing. I searched also for investment comparison results using terms like “Northwestern Mutual as an investment,” and “Northwestern Mutual comparison.” Oddly, I…
…to ask questions.” So what is their alternative? Not to ask questions? Or to ask bad questions? And how is that working out for you? So you need the coach in the background until you…
…says that a company has to move its brand, for example, in a specific direction, we then test that idea. We develop the strategy, the thinking, the feelings, the emotions, and then we conduct testing…
…those situations aren’t prescriptive. They ask really good how questions and what questions, because why questions are loaded with judgment. So be careful where you use why-based questions. So if you say to the sales…
…Click Here to See It. If you are interested in learning more about Twitter, check out these links: http://www.scripting.com/stories/2007/07/27/whatTwitterIs.html http://www.pcworld.com/businesscenter/article/151758/socialtext_30_brings_facebook_twitter_to_enterprise.html http://www.fool.com/investing/value/2008/09/23/twitter-your-way-to-wealth.aspx It could be that might work for you too. You’ll have to…
…Cures the Common Cold Call (Part 2)”. Coming soon! For now, you can download this PDF to get more information. Mentioned in This Episode: www.fswiatek.com Episode Transcript: Michael Webb: Hello, this is Michael Webb. Some…
