#sales

Handling Objections

July 27, 2021July 27, 2021 Mark Kirwin #handlingobjections, #negotiation, #objections, #sales, #worldclass

Overcoming objections is never easy They are often not quite as simple as they seem. This is a perennial problem

Objection Handling made easy

July 16, 2021July 20, 2021 Mark Kirwin #attitude, #knowledge, #lifetimelearning, #morethan1answer, #neverstoplearning, #sales, #skills, #worldclass

When dealing with objections you need to take into account 2 things Firstly – What went wrong with your planning?

7C's of Knowledge Planning

Planning

March 10, 2021March 10, 2021 Mark Kirwin #attitude, #knowledge, #lifetimelearning, #morethan1answer, #neverstoplearning, #sales, #skills, #worldclass

Planning vs Pain This is a forever, People have said to me in the past “Can I be successful if

7C's of Knowledge Ideas

Punctuated Equilibrium Theory

February 23, 2021February 24, 2021 Mark Kirwin #attitude, #knowledge, #lifetimelearning, #morethan1answer, #neverstoplearning, #sales, #skills, #worldclass

Punctuated Equilibrium Theory Explains why learning doesn’t progress in a straight line. Most cultural and societal development tends to take

7C's of Knowledge Ideas

Decision making

February 23, 2021February 23, 2021 Mark Kirwin #attention, #attitude, #decisions, #framing, #knowledge, #lifetimelearning, #makingdecisions, #morethan1answer, #neverstoplearning, #sales, #skills, #worldclass

Disproportionate attention. People often ignore some issues whilst paying others a disproportionate amount of attention. This causes some minor issues

Ideas

Bounded rationality

February 23, 2021February 23, 2021 Mark Kirwin #attitude, #knowledge, #lifetimelearning, #morethan1answer, #neverstoplearning, #sales, #skills, #worldclass

Bounded rationality. A human cannot consider all the problems they face and all the potential solutions at the same time.

Ideas Planning

Generating Insight from data

February 22, 2021February 22, 2021 Mark Kirwin #attitude, #knowledge, #lifetimelearning, #morethan1answer, #neverstoplearning, #sales, #skills, #worldclass

A skill all World Class Account Managers need Insight – not data. The world is full of data… But how

Current Issues Ideas Persuasion and Negotiation

Effective Listening

January 30, 2021January 30, 2021 Mark Kirwin #attitude, #knowledge, #lifetimelearning, #morethan1answer, #sales, #skills, #worldclass

The definition of listening is “to give one’s attention to a sound.” In our louder and louder world, some experts

More Than 1 Answer