{"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":"https:\/\/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=\"https:\/\/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_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":[16,9],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-4x","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/281"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=281"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/281\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=281"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=281"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/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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