{"id":468,"date":"2006-11-29T14:50:34","date_gmt":"2006-11-29T20:50:34","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=468"},"modified":"2006-11-29T14:50:42","modified_gmt":"2006-11-29T20:50:42","slug":"if-youre-talking-youre-not-selling","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/if-youre-talking-youre-not-selling\/","title":{"rendered":"If You&#8217;re Talking, You&#8217;re Not Selling"},"content":{"rendered":"<p>We seem to have a theme today regarding underhanded hiring schemes. Now CareerJournal offers this beauty &#8211; <a href=\"http:\/\/www.careerjournal.com\/columnists\/manageyourcareer\/20061129-managingyourcareer.html?mod=RSS_Career_Journal&#038;cjrss=frontpage\" target=\"_blank\">When They Don&#8217;t Hire You, But Steal Your Ideas<\/a>. Clearly this article focuses on marketing positions, but it does have a sales side to it also.<\/p>\n<p>Why in the world would you do this?:<\/p>\n<blockquote><p>While jobless in spring 2004, the Cleveland resident pursued a middle-management position at an Ohio insurer. The concern asked him to create a marketing strategy focused on its independent field agents. He spent about 50 hours drafting a 25-page plan, then presented his detailed proposal to 20 officials over two days.He didn&#8217;t get the job. Mr. Gaglione soon found out <em>the insurer was test marketing a key piece of his plan, even using the name he had given it<\/em>. He left angry messages for two executives there. &#8220;I didn&#8217;t appreciate you guys taking up my time and taking my work,&#8221; his voicemail said. They never called back.<\/p><\/blockquote>\n<p>25 pages and two days of meetings? I think I understand what happened here &#8211; the candidate never qualified what happens next in the hiring process. Big oversight on his part.<\/p>\n<p>We see this behavior in poorly-trained sales reps also. Many times they believe their job is to &#8220;show up and throw up.&#8221; They skip the most important sales step &#8211; <em>qualifying<\/em> &#8211; and leap directly into the demonstration. Their demonstration usually includes solutions for the prospect&#8217;s pressing business problems.<\/p>\n<p>We subscribe to an old sales saying &#8211; Don&#8217;t spill your candy in the lobby. It&#8217;s true. If salespeople provide all of their solutions without first qualifying the prospect&#8217;s needs, timing, budget, decision process, competitors and deal-breakers, they run a good chance of becoming the worst-paying form of salespeople in the market.<\/p>\n<p>Free consultants.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>We seem to have a theme today regarding underhanded hiring schemes. Now CareerJournal offers this beauty &#8211; When They Don&#8217;t Hire You, But Steal Your Ideas. Clearly this article focuses on marketing positions, but it does have a sales side to it also. Why in the world would you do this?: While jobless in spring 2004, the Cleveland resident pursued a middle-management position at an Ohio insurer. The concern asked him to create a marketing strategy focused on its independent field agents. He spent about 50 hours drafting a 25-page plan, then presented his detailed proposal to 20 officials over two days.He didn&#8217;t get the job. Mr. Gaglione soon found&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/11\/if-youre-talking-youre-not-selling\/\">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_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_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","enabled":false},"version":2}},"categories":[2,9,15],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-7y","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/468"}],"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=468"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/468\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=468"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=468"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=468"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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