I never thought I would write this, but you may be too rich if you need a “Santa Gifting Service” – Santa’s ‘Gifting’ Helpers Handle Holiday Shopping for the Wealthy. I read this article and was laughing and mildly disgusted all at once. Here’s why: To some people, hunting for the perfect gift is more of a hassle than a holiday. Some of the wealthiest consumers across the country turn to consultants to find ultra-exclusive, money-is-no-object gifts from around the world. First of all, spending money is one of my specialities. I like to say I didn’t earn it to save it. It is usually at that point I realize… Read More
Continue ReadingThe Truth About Closing
We’re working with a new customer who has brought up a topic which merits discussion. His contention is that he needs a salesperson who is a strong closer since their company competes in a somewhat commoditized market space. A fair conclusion. But a wrong one. Closing is the eventual outcome of a selling system but it is not the most critical phase. Qualifying is the stage at which most deals are won or lost. In fact, here is a bit of a shocker – qualified deals close themselves. It’s true. If a salesperson can qualify a prospective deal effectively, they can navigate to a successful close. Salespeople who only know… Read More
Continue ReadingEuropean Vacation
Millions of vacation days go unused caught my eye this morning. A week before Christmas is a good time to release an article on this topic. One statistic worth noting: In 2005, U.S. workers left a total of 424 million days on the table, Expedia also found. That is a lot of days to forfeit. However, that number does speak to the drive of the American worker. I see a number that large and instantly think of what a pioneering, resourceful country we have. Of course, there should be an appropriate level of work-life balance in one’s career especially since there are tangible benefits. He pointed to findings of the… Read More
Continue ReadingHow NOT To Open Your Cover Letter
To Whom it may concern: I would like to have a great job without being layed off! Seriously, that is how the cover letter opened. And from the title on another resume: Professional Job-Seeker Not the type of title that inspires a long-term employment relationship.
Continue ReadingQualifying Time Frame
We talk often at The Hire Sense about a salesperson’s ability to qualify a prospect. There are many points to qualify in any given opportunity, but one of the important items is time frame. Tirekickers abound on the web and often contact companies to learn more about their offerings. Yet, these tirekickers have no intention to make a short-term purchase. A thought struck me as we work with one of our customers who is searching for a new salesperson. This position involves a technical sale and we have recently sourced a strong candidate that they want to pursue. We were involved in the initial interview and the candidate was quite… Read More
Continue ReadingCoffee Shop Culture
I write this post from a coffee shop in one of Minneapolis’ suburbs. I’m chuckling because just 6 feet from me is a salesperson doing a presentation to a customer while sitting on overstuffed furniture. His laptop is sitting on the coffee table between both people. This scene is replayed thousands of times every day across the country. My quick analysis is that the salesperson is doing quite well and the customer seems to be sold. We conduct many meetings in coffee shops and it is a great meeting location for informal sales meetings. I don’t think this is a revelation for many sales managers, but if you aren’t taking… Read More
Continue ReadingAn Even Tougher Interview
Interviews are stressful for candidates as we posted this morning. If you want to gain an even more in-depth knowledge of the candidate, take them out for a meal as part of your interview process. Selling Power has a quick article worth the read – Out to Lunch? In case you were wondering what to watch for at the meal: Business etiquette expert Barbara Pachter says that by taking a candidate out to a restaurant you will be able to observe interpersonal skills that you may not be able to witness during a more formal interview. First, is the candidate on time? How do they treat the server? What do… Read More
Continue ReadingPardon the Interruption
Here’s What to Say When Boss Asks: ‘Why Isn’t This Done Yet?’ I’m sure none of you have been asked that question before. I, being an incredible putz, have been asked that question many times. U.S. office workers get interrupted on the job as often as 11 times an hour, costing as much as $588 billion to U.S. business each year, according to research. I wonder how they get to that staggering dollar amount. A typical manager is interrupted six times an hour, one recent study showed, while another found the average cubicle worker is interrupted more than 70 times a day. The telecommuting trend has a new study to… Read More
Continue ReadingSales Traits Series – Influencing Others
Sales, in its most basic form, is convincing others to change their behavior. One of the aptitudes we use to objectively assess this important trait is Influencing Others. Influencing Others This is the capacity to convince others – to present ones viewpoint in such a way that it is accepted by another person. A salesperson with strength in this capacity can not only see but talk from another’s point of view. A salesperson who has the ability to understand other’s objections and concerns can then respond to them in an effective manner. A weakness in this area can indicate a salesperson who is insensitive to others – not knowing what… Read More
Continue ReadingThe Fear Factor
CareerJournal.com offers this article – Facing Down the Fear Factor When You’re in a Job Interview. We talk about the fear factor in face-to-face interviews often. Personally, I like to see a touch of fear, or maybe nervousness is a better way to put it, in a sales position interview. Of course, there are limits at both ends of the spectrum. An overly-nervous candidate does not project confidence and is difficult to imagine them running a successful demonstration in front of a grade A prospect. If the candidate is too smooth and calm, the slippery sales schmoozer image is conjured up in my imagination. It is a fine line to… Read More
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