Is there anything more annoying than listening to someone use non-words in their speech? Well, there probably is, but this speech habit is a real pet peeve of mine. Saleshq.com provides a great article that calls out different sloppy speech habits. The article focuses on interview etiquette, but these patterns are applicable to all sales situations. One of the suggestions: 3. Grammatical Errors: The interviewer may question your education when you use incorrect grammar or slang. Expressions such as “ain’t” “she don’t,” “me and my friend” and “so I goes to him” aren’t appropriate. Be sure you speak in complete sentences and that tenses agree. The interview is not the… Read More
Continue ReadingSimple Sales Skill – Attentiveness
Justsell.com offers up a reminder about a critical sales skill that is often overlooked – attentiveness. This skill is less frequent in salespeople who lack empathetic abilities or are overly task-oriented. I have seen this first-hand on a number of occasions. What happens is the salesperson tends to something else during a discussion. Typically, the actions seems fairly innocuous – a cell phone alarm, looking through some notes, checking a text message, even adjusting the height of an office chair. All of these tasks seem inconspicuous, but they are an immediate tell that you are not fully attentive to the speaker. The better approach is to ignore the task if… Read More
Continue ReadingCasualness – The Candidacy Killer
I remember having a sales job (pre-computer days) where I was expected to wear a suit every day. One day I showed up with a navy sportcoat, tie and khakis and I actually was a bit nervous about what my boss might say. I didn’t get in trouble, but I didn’t wear a sportcoat again. Suffice to say, the average office has become extremely casual over the past 20 years. We get the opportunity to see many different office environments and I am beginning to think that they are evolving into even more casualness. Jeans are becoming more common in the middle of the week, not just on Fridays. I… Read More
Continue ReadingA Fundamental Lack Of Communication
The more companies we work with, the more we see communication breakdowns being the root of most problems. Our work with our clients spans more than just recruiting. We assist them in onramping their new salesperson. This function places us in the unique position of working with both the salesperson and the sales manager. One of the more dysfunctional situations we encounter is a communication breakdown between the manager and salesperson. One manager complained that the salesperson wasn’t doing what he asked, but he never confronted the salesperson. Another time we had a salesperson who would not submit his weekly call report. Ever. Yes, he was let go (even we… Read More
Continue ReadingReturn To Thoughtful Communication
Here is an interesting article from Selling Power regarding predicting trends of the future. Specifically, this one caught my eye: We’ll return to real, thoughtful communications. In this era of text messaging, blogging, and email, we’ve become lazy in our communications. We tend to dash off notes without proofreading them. We tend to use generic catch phrases like “seamless solution” and “superior service” that sound good but don’t really mean anything. Why do we do it? Because it’s easier and quicker than taking the time to think, write, edit, and edit again until our message is clear, compelling, and precise. There’s going to be a backlash against today’s generic, rushed… Read More
Continue ReadingPeople Need More Feedback
Wall Street Journal offers Avoiding Conflicts, The Too-Nice Boss Makes Matters Worse…you can see where this is going. “In a knowledge economy, where work is more complex and interdependent, people need feedback more — what they particularly need feedback on are on things that are difficult to give: one’s interpersonal style,” says David Bradford, a lecturer at Stanford’s Graduate School of Business. … Bosses who want to avoid any discomfort, “use generalities so people really don’t know what they’re talking about,” says Laura Collins, an HR consultant. Instead, they tend toward one-size-fits-all comments: “pay a little more attention to detail” and “improve the way you communicate” and “develop better organization… Read More
Continue ReadingWhen Prospecting, Be Real
I received an unsolicited email this morning from a niche job board that is really lame. The remarkable offer: I spoke with my Manager specifically about your company. I asked him to help me put together a cost effective trial package that would need to give you a good feel for how effective our service can be. I was able to create a private promotion that my Manager has authorized until the end of February. Since this is a private special, it is not available online. If you want to take advantage of it, you must call me. And of course the offer appears to be a 70% discount. Please. … Read More
Continue ReadingIM Is Actually Like Live Email
That is a rather apt description, don’t you think? I believe instant messaging will eventually displace email. I’ve heard many arguments against my position, but I really think it will happen. Of course, I liked New Coke when it came out so consider that point in my prediction. ManageSmarter.com offers this piece – Rethinking Instant Messaging -as a discussion on the use of IM. The article contains 2 points that I think will drive the expansion of IM: He says IM is more effective than e-mail for critical-action items like getting approval on a press release. and IM also pushes out to the customer at Web sites with live-support chats,… Read More
Continue ReadingThe Disarming Casualness Of The Web
We’re in full-fledge sourcing mode here at Select Metrix and I am taking up the task of resume mining. I am aghast at what I am finding. A new trend that I have seen before, but not to this level, is writing without capitalization. I know this is an offshoot of texting. My dislike of this improper writing format probably reveals my lack of appreciation for text messaging. I don’t do it – email is fine with me. Online resumes are difficult to manage in that the formatting is often truncated and oddly spaced due to the job board’s coding. Yet, capitalization is not affected. I just read through a resume… Read More
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