Almost everyone involved in selling a product or service understands that, in order to complete a sale, the potential buyer must reach a point where they believe the value (whether perceived or real) of the product or service is greater than its’ cost. In terms of our industry, our fee must be justified by [...]
Artices Tagged ‘scripts’
Over the last month, I have been contacted by several Recruiters who are utilizing the indirect recruiting approach to gaining referrals. Each of them expressed frustration over the fact that many of the people they contacted were “uncomfortable” in providing referrals. On hearing this, my first question was “Why were they uncomfortable?” Surprisingly, most of [...]
One of the quips and phrases frequently being used by the Jet Propulsion Labs lately has been “Six seconds of Hell” as they described the numerous highly technical processes the Mars Lander had to perform in rapid fire succession during the last six seconds of entry. I kept hearing over and over “Six Seconds [...]
Four decades ago, McGraw-Hill had a promo featuring this guy as a typical buyer.This guy was staring out from a page, saying: I don’t know who you are.I don’t know your company.I don’t know your company’s products.I don’t know what your company stands for.I don’t know your company’s customers.I don’t know your company’s record.I don’t know [...]
Michael Korda noted in his bestseller Power! How to Get It, How to Use It: The person who receives a telephone call is always in an inferior position of power to the person who placed it. Except for a placer. You’re not exactly treated like the Chairman of the Board. Our industry has done almost nothing about [...]
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