Marketingprofs.com posts this fine article – Telling Ain’t Selling. The article is well-written and quotes some fine points from Spin Selling that we are familiar with at Select Metrix. The author provides some wide-ranging references. Check out these excerpts: Like milking a cow, selling can be a delicate operation. While a customer probably won’t threaten you with a hoof, you’re still faced with the fact that the harder you push, the more pushback you get. We’re from Minnesota so this simile is well understood. A reference from later in the article: The ancient Greek philosopher Diogenes had it right when he said, “We have two ears and one tongue so… Read More
Continue ReadingPhone Screening Tip
We use phone screens extensively in our sourcing activities. The first advantage to this approach is that it removes some biases from the interviewer. Second, it neutralizes a candidates ability to pour on their rapport-building skills. Thirdly, it is a much shorter time commitment than an in-person interview. I could go on, but you get the point. CareerJournal has reposted this article – Four Tips for Acing Interviews by Phone – which made me think about the candidate side of the phone screen. Tip #3 starts with this point: 3. Prepare in advance. If you’ve scheduled or are anticipating a phone interview, keep notes and your resume at hand, says… Read More
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