This topic – discounts – is one that was beaten into my head as a young sales rep. Selling Power offers the article How Much Is that Discount Really Costing You? that cuts straight to the core of discounting. Discounting is a real problem among salespeople and especially one type of salesperson – the type that is commmissioned on revenue and not profit margin. A straight percentage of the sales revenue is an invitation to discount. The author of the article goes right after this problem: 2. Update the compensation plan to maximize profits instead of volume. Switch the plan to a margin basis, or at least a blend of… Read More
Continue Reading8 Forms Of NonVerbal Communication
One of our readers sent an email this past week questioning the “experts” that claim the vast majority of communication is nonverbal. I searched around for more information on this topic and found this about.com page – Types of Nonverbal Communication. This page breaks down 8 different forms of communication: 1. Facial Expression 2. Gestures 3. Paralinguistics 4. Body Language and Posture 5. Proxemics (personal space) 6. Eye Gaze 7. Haptics (touch) 8. Appearance Quite a list with communication channels I did not consider. Appearance is an excellent point – think of a candidate who appeared for an interview and looked like an unmade bed. That appearance communicated something beyond… Read More
Continue ReadingThe Contradicting Ad
I read a short sales ad for a Sales Rep that was only 7 sentences long. But the brevity of the ad did not stop the author from being unconsciously contradicting. The open: Person must be an achiever, with excellent communication skills. Previous Marketing and Sales experience is a must with a proven track record and cold calling experience. Later is states a Bachelor’s degree is required. Why? If there was a Bachelor’s degree for selling, I would deem this requirement important. The contradiction comes in the last sentence: No phone calls please. I know I have mentioned this before but please don’t do this. The beginning of the ad… Read More
Continue Reading