This is the concluding part of Michael Byrne’s series of 8 podcasts on the Core Competencies for Sales. In this episode, we discuss what it means to be at the pinnacle of Sales Competence: Partners, with your Customers, in their Preferred Directon. The key to this relationship is Trust. Trust which has been built up over time, through proven perfor…

This is the concluding part of Michael Byrne’s series of 8 podcasts on the Core Competencies for Sales. In this episode, we discuss what it means to be at the pinnacle of Sales Competence: Partners, with your Customers, in their Preferred Directon. The key to this relationship is Trust. Trust which has been built up over time, through proven perfor…

You may be an expert on the product or service you are selling. You may know all about the problems it can solve. But the only problem that matters is the one which is blocking your customer’s path along his preferred direction. Some serious skill is called for here. You see: the customer may not themselves be fully aware of what those problems are…

You may be an expert on the product or service you are selling. You may know all about the problems it can solve. But the only problem that matters is the one which is blocking your customer’s path along his preferred direction. Some serious skill is called for here. You see: the customer may not themselves be fully aware of what those problems are…

In the last episode, we learned the importance of being able to have relevant conversations with very different types of stakeholders in your customer’s organisation. In this episode, Michael takes the idea further. How can you help reconcile these different interests (Production, Finance, HR, Logistics, etc), creating and nurturing connections whi…

In the last episode, we learned the importance of being able to have relevant conversations with very different types of stakeholders in your customer’s organisation. In this episode, Michael takes the idea further. How can you help reconcile these different interests (Production, Finance, HR, Logistics, etc), creating and nurturing connections whi…

Having relevant conversations with your customers is vital to making the sale. In this week’s podcast Michael talks about the importance of relevant conversations. He explains that while there may be one user of your product or service in your customer’s organisation, there can be many other people who have a stake – and a say – in the decision to …

Having relevant conversations with your customers is vital to making the sale. In this week’s podcast Michael talks about the importance of relevant conversations. He explains that while there may be one user of your product or service in your customer’s organisation, there can be many other people who have a stake – and a say – in the decision to …

Trust between the sales person and the customer is key to unearthing the customer’s specific needs. Do you, as a sales person, know what you need to know in order for your customer to trust you? In today’s podcast, Michael explains the importance of trust between the sales person and the customer. Only when a trusting relationship is establishe…

Trust between the sales person and the customer is key to unearthing the customer’s specific needs. Do you, as a sales person, know what you need to know in order for your customer to trust you? In today’s podcast, Michael explains the importance of trust between the sales person and the customer. Only when a trusting relationship is establishe…

Familiarity with a customer’s Standard Operating Procedures is essential when trying to address that specific customer’s product needs. In today’s podcast, Michael explains that it’s not enough to know about your product – you must understand your customers business. He provides two examples where the salesperson suceeds, not by talking about…

Familiarity with a customer’s Standard Operating Procedures is essential when trying to address that specific customer’s product needs. In today’s podcast, Michael explains that it’s not enough to know about your product – you must understand your customers business. He provides two examples where the salesperson suceeds, not by talking about…

In today’s podcast, Michael Byrne looks at the first of the seven defined core competencies for sales people: Product Knowledge. “The key to producing a great customer experience is taking product knowledge, knowing who you’re going to have a chat with and finding out what that person is interested in.â€� The challenge for a sales team is to ta…

In today’s podcast, Michael Byrne looks at the first of the seven defined core competencies for sales people: Product Knowledge. “The key to producing a great customer experience is taking product knowledge, knowing who you’re going to have a chat with and finding out what that person is interested in.â€� The challenge for a sales team is to ta…

Today, QBC introduces a new series of podcasts in the Customer Experience track, focusing on the theme of building core competencies in sales teams. In this introductory episode, Michael Byrne explains the rationale for a competence-based approach to strategic management of sales teams, and outlines a model for developing competence, based on Custo…

Today, QBC introduces a new series of podcasts in the Customer Experience track, focusing on the theme of building core competencies in sales teams. In this introductory episode, Michael Byrne explains the rationale for a competence-based approach to strategic management of sales teams, and outlines a model for developing competence, based on Custo…

We conclude this series of podcasts on the subject of Emotional Intelligence with a look at the area of General Mood, as it relates to the Customer Experience. Michael reminds us of the importance of courtesy and congeniality in customer relations, and stresses that failure to observe this is “the one thing we won’t be forgiven for”. He explains wh…

We conclude this series of podcasts on the subject of Emotional Intelligence with a look at the area of General Mood, as it relates to the Customer Experience. Michael reminds us of the importance of courtesy and congeniality in customer relations, and stresses that failure to observe this is “the one thing we won’t be forgiven for”. He explains wh…

Our final Emotional Intelligence podcast in the Employee Engagement series focuses on the area of General Mood. There are two attributes to consider: Optimism and Happiness. Optimism refers to how we feel about the future, whereas happiness is about how we feel now. Not surprisingly, they are closely associated. Michael points out that these variab…

Our final Emotional Intelligence podcast in the Employee Engagement series focuses on the area of General Mood. There are two attributes to consider: Optimism and Happiness. Optimism refers to how we feel about the future, whereas happiness is about how we feel now. Not surprisingly, they are closely associated. Michael points out that these variab…

Emotional Intelligence is defined as the power to respond appropriately, no matter what! When we say “no matter what” we are talking about Adaptibility. In the Emotional Intelligence model, Adaptability is considered in terms of Reality Testing, Flexibility & Problem Solving. Reality Testing is a measure of ability to see things as they really are.…

For the manager who has the intention of driving higher levels of engagement, adaptability means having a strong sense of reality. Michael describes attributes that demand a manager “tell it like it is”. To keep levels of engagement high, it is important for managers not cover up and bring challenges out into the open. Reality Testing, Flexibility …

The challenge to respond appropriately is never greater than when you are under stress. But Stress Management is not just about keeping your cool under pressure. As Michael explains, stressed-out managers become disengaged from their work – and from their workers. How can you engage your employees if you yourself are disengaged? In this podcast Mic…

After InTRApersonal attributes, come the InTERpersonal ones. As a leader, how do your interpersonal skills influence the performance of your team? Empathy is the ability to identify emotion in another and to respond appropriately. It is one of the most highly valued abilities in a leader. Social Responsibility. In terms of Employee Engagement, a le…

In this podcast, Michael discusses the Intrapersonal elements of Emotional Intelligence and explains their significance for a leader who wants to drive higher levels of Employee Engagement. Intrapersonal qualities of Emotional Intelligence are all about how the individual relates to themselves. The attributes measured are: Self-Regard, Emotional Se…

The term “Emotional Intelligence” is frequently heard nowadays. You may have heard it used – you may even know what it means. But do you know how to use Emotional Intelligence analysis to create value for your business? Michael Byrne specialises in using Emotional Intelligence to help managers drive better Employee Engagement and Customer Experienc…

For their fourth podcast, Michael and Conn turn their attention to the question of Employee Engagement. The QBC Podcast on Employee Engagement will be a separate series under the QBC banner. Michael explains the concept of Employee Engagement and the significance of Discretionary Effort. Discretionary Effort occurs when people don’t check their job…