{"id":281,"date":"2006-09-05T11:02:28","date_gmt":"2006-09-05T16:02:28","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=281"},"modified":"2006-09-05T11:03:00","modified_gmt":"2006-09-05T16:03:00","slug":"salespeople-who-cant-discuss-money","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/salespeople-who-cant-discuss-money\/","title":{"rendered":"Salespeople Who Can&#8217;t Discuss Money"},"content":{"rendered":"<p>Another CareerJournal article &#8211; <a href=\"http:\/\/www.careerjournal.com\/salaryhiring\/negotiate\/20060830-loeb.html?mod=RSS_Career_Journal&#038;cjrss=frontpage\" target=\"_blank\">When It Comes to Job Offers,It Pays to Ask for More Money<\/a> &#8211; that discusses strategies for negotiating pay in the interview process. The short article has good suggestions for candidates but I want to take a myopic view of the article for sales candidates.<\/p>\n<p>First, from the article (my emphasis):<\/p>\n<blockquote><p>CareerBuilder.com&#8217;s survey of 875 hiring managers revealed that about <strong>60% leave room in the first offer for salary negotiations<\/strong>, 30% say their first offer is final, and 10% say it depends on the candidate.<\/p>\n<p>Meanwhile, four out of five corporate recruiters said they are willing to negotiate compensation, according to a study conducted by the Society for Human Resource Management.<\/p>\n<p><strong>Yet few job-seekers actually ask for more<\/strong>, says Randall Hansen, a career advice writer for Quintessential Careers.<\/p><\/blockquote>\n<p>There is a subtle yet permeating weakness in many salespeople that is somewhat difficult to root out in the interview process. The weakness involves a salesperson&#8217;s ability to discuss money with a prospect. Many salespeople simply crater when it comes to defending their price while a prospect attempts to gain discounts.<\/p>\n<p>Closing a deal is the ultimate reward for any salesperson, but especially for those who prospect to find their own leads, qualify them through a long sales cycle and receive a handsome commission for their efforts. Prospects know that dangling the chance that they may go elsewhere for a better price starts many salespeople down the discount path.<\/p>\n<p>This discount behavior <em>needs<\/em> to be discovered in the interview process. We constantly delve into sales candidate&#8217;s selling systems to determine how they utilize their company&#8217;s value proposition and how they maintain their margins. This information is further measured by our <a href=\"http:\/\/www.selectmetrix.com\/Assessing_Sales.html\" target=\"_blank\">assessments<\/a>.<\/p>\n<p>One last opportunity to measure their money strength is to observe them in the final interview and offer stage. The difference between a skilled, strong money-qualifying salesperson and the opposite is never more observable than at that moment.<\/p>\n<p><strong>Avoid the salespeople who stumble over money discussions.<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Another CareerJournal article &#8211; When It Comes to Job Offers,It Pays to Ask for More Money &#8211; that discusses strategies for negotiating pay in the interview process. The short article has good suggestions for candidates but I want to take a myopic view of the article for sales candidates. First, from the article (my emphasis): CareerBuilder.com&#8217;s survey of 875 hiring managers revealed that about 60% leave room in the first offer for salary negotiations, 30% say their first offer is final, and 10% say it depends on the candidate. Meanwhile, four out of five corporate recruiters said they are willing to negotiate compensation, according to a study conducted by the&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/09\/salespeople-who-cant-discuss-money\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[16,9],"tags":[],"class_list":["post-281","post","type-post","status-publish","format-standard","hentry","category-hiring-salespeople","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-4x","jetpack-related-posts":[{"id":961,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/new-article-how-to-lose-strong-sales-candidates\/","url_meta":{"origin":281,"position":0},"title":"New Article &#8211; How to Lose Strong Sales Candidates","author":"Derrick Moe","date":"May 29, 2007","format":false,"excerpt":"We've just released a new article regarding a popular topic in this present market - How to Lose Strong Sales Candidates. The job market has definitely shifted to the candidate's favor since there are more sales positions available than strong salespeople. Companies that want to make the best hires need\u2026","rel":"","context":"In &quot;Articles&quot;","block_context":{"text":"Articles","link":"http:\/\/selectmetrix.com\/blogs\/category\/website\/articles\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1018,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/tips-for-extending-job-offers\/","url_meta":{"origin":281,"position":1},"title":"Tips For Extending Job Offers","author":"Lee Fratzke","date":"June 20, 2007","format":false,"excerpt":"I am going to chime in here a bit on the Velvet Hammer's post from below regarding the 1 week window for making offers to candidates. Last week, Selling Power had an excellent article in their newsletter that contained some great tips. Dan Miller, vice president of Talent Acquisition and\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":614,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/job-offer-etiquette\/","url_meta":{"origin":281,"position":2},"title":"Job Offer Etiquette","author":"Derrick Moe","date":"January 30, 2007","format":false,"excerpt":"Call first, email second. There is no other way to do it safely. This BusinessWeek.com article - Hiring Companies Should Show the Love - got me thinking about this topic. The article is written to the candidate's perspective, but it holds good advice for hiring companies too. For starters, if\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1109,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/what-the-candidates-are-reading\/","url_meta":{"origin":281,"position":3},"title":"What The Candidates Are Reading","author":"Derrick Moe","date":"August 3, 2007","format":false,"excerpt":"From Yahoo Finance comes this BusinessWeek article - When an Employer Just Is Not That Into You: Here are some signs that they're just not that into you, and you'd be better served pursuing other opportunities: 1. Silence After Initial Contact 2. Difficulty Scheduling a Phone Screen 3. Last-Minute Interview\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/08\/windowslivewriterwhatthecandidatesarereading-702abook-with-glasses1.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":1943,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/spooky-accurate-assessments\/","url_meta":{"origin":281,"position":4},"title":"Spooky Accurate Assessments","author":"Derrick Moe","date":"March 12, 2009","format":false,"excerpt":"From Inc.com\u2019s article on how to screen sales candidates: It cost $400 a candidate, and the recruits took the tests online. Dolan and Kinaxis's star salesperson took the test, too, and Opus analyzed their test scores and created a personality benchmark. Afterward, Opus discussed the results with each of the\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1127,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/scarcity-of-quality-sales-candidates\/","url_meta":{"origin":281,"position":5},"title":"Scarcity Of Quality Sales Candidates","author":"Derrick Moe","date":"August 13, 2007","format":false,"excerpt":"No surprises here from the ManageSmarter.com article - Roundin' Up Reps. Our clients often ask us what the employment market is like right now. For most of this year we have been telling them it is a candidate's market right now. Some seem surprised while others seem to be familiar\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/281","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=281"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/281\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=281"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=281"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=281"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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