Navigating conflict with clients or colleagues can feel like a relentless challenge. In the high-stakes world of sales and leadership, mastering conflict management isn’t just a skill—it’s the game-changer that can elevate your success and deepen your relationships.
In this episode, Liane Davey, organizational psychologist and acclaimed author, joins us to reveal strategies to turn disagreements into opportunities for growth and innovation.
She shares how understanding the roles and priorities of different stakeholders can tailor your approach to conflict resolution in sales, the importance of active listening, understanding emotional dynamics, and strategies for saying “no” to clients in a way that fosters trust and opens the door to more constructive dialogue.
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Will Milano
Chief Marketing Officer, Integrity Solutions
In this Mental Selling episode, you’ll learn:
- Leveraging networks for enhanced credibility: Liane emphasizes the importance of leveraging both strong and weak ties in your network to boost your credibility in sales. These connections can offer novel perspectives and add significant value to your sales pitch.
- Active listening and emotional understanding: In sales interactions, active listening and understanding the emotions, values, and beliefs of your customers are crucial for building trust and effectively communicating your message.
- Healthy conflict for better decisions: Embrace healthy conflict in sales and leadership to help customers make better buying decisions. Reframe conflicts by focusing on advocating for the customer’s needs rather than pushing your own agenda.
What to listen for:
- [00:00] Introductions
- [01:31] Why healthy conflict in sales is a good thing
- [06:18] Why sales leaders should have coaching conversations about conflict
- [09:39] Strategies on how to say “no”
- [12:35] How to become more persuasive as a salesperson
- [21:33] The power of becoming more credible
- [26:14] Techniques for building and leveraging your network
- [30:32] Getting better at your strengths and bling spots
- [34:27] How time management benefits productivity satisfaction reduces stress
Additional Resources From This Episode:
- Follow Liane on LinkedIn
- Get your copy of You First: Inspire Your Team to Grow Up, Get Along, and Get Stuff Done
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