Earlier this year I was conducting phone screens for a client whose service was always changing and evolving. Essentially, we knew a major key leading to success in the role was to find candidates with a Theoretical motivation. One of my screening questions was “What have you done in the last 3 years to further develop your sales skills?” A response from one of the applicants: “I have taken a bunch of Microsoft classes, from PowerPoint to Excel to Word to Access. If you name it, I’ve taken it.” Sounds right. Shows a desire to learn. But notice my question – develop your sales skills. Did these courses afford them… Read More
Continue ReadingTop 10 Sales Killers
CareerBuilder put out a well-written newsletter this week that I am still trying to find time to read. This article by Tom Hopkins provides 10 fundamental sales points that apply to all selling situations. My favorite: Sales Killer #5: Lack of a qualification system. A certain percentage of the people you talk with won’t be good candidates for your product or service. If they don’t have the need or the money for your product or service, there’s no sale. Your challenge is to figure this out as early in your communication with them as possible. Come up with at least three or four questions, the answers to which will tell… Read More
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