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 ‘telephone’
Stop kidding yourself. If you don’t know your numbers, you’re working blind and the likelihood of reaching your full potential, as a staffing professional, is very much in doubt. For over thirty years, I have documented the fact that achievement oriented people know their numbers in most, if not all, aspects of their daily activity. [...]
Our industry’s top consultants, managers and trainers are great leaders. They are passionate about the business. They are innovators and risk-takers. They are skilled communicators who inspire others to greater heights. Great leaders are optimistic visionaries. They have the capacity to interpret trends and foresee the future. This “first [...]
Do you find it difficult to create the energy to start making your round of phone calls in the morning? If so, then you are not alone. Even veteran big billers admit to me that sometimes it takes them as long as four hours to get the nerve to pick up the phone and make [...]
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 [...]
There is a crisis of understanding in our society, and it permeates our industry as well. If I asked a group of 100 people how many felt completely understood in all areas of their lives, maybe one or two would respond affirmatively. Our society tends to be self-centered, self-focused, and dedicated to meeting our own [...]
Last month I outlined the 12 types of call reluctance as well as some of the causes and costs associated with this problem. It’s important to remember that call reluctance is an “inner roadblock” so the cure will be different for each person. Here are a few ideas that will help you or your staff [...]
Call reluctance is an emotional short circuit that diverts energy from the act of prospecting to the act of procrastinating. Instead of making calls, call reluctant salespeople are busy preparing to prepare and avoiding the phone. They allow their fears to stand in the way of their goals- and it extracts a high emotional and [...]
Minor changes in major areas are the essence of real innovation and improvement. Consider this small change in how you can improve your efforts to get through the gatekeeper.There are two ways you treat gatekeepers: either like an ally or an adversary. Well, maybe not exactly an adversary. But if they aren’t helping [...]
In a telephone intensive business like ours, getting through the gatekeepers (GK) can be a major problem. The magazine Selling Power ran an article on the subject with some interesting points: Honor the gatekeeper. Respecting their position goes a long way towards getting their help. Reveal your identity. No camouflage here. Letting them know who you are [...]
There are many obvious reasons for people’s resistance to making cold calls. Some are valid (it takes a pro-active effort on your part) and some are self-created (’I’m scared to call this guy’). First off, I’d recommend changing the phrase “Cold call” to something more interesting such as “Business development call” so that it doesn’t [...]
If a face-to-face employment interview can be classified as an “unnatural act,” then the typical telephone-screening interview between a client and a perspective candidate is tantamount to a blind gamble. This statement is based on feedback from hundreds of staffing industry professionals who have witnessed the product of their good work vanish in [...]
Have you ever read a quote, an article or a passage in a book even heard an industry speaker or listened to a training tape — and said to yourself, “Aha!”? Some call it an epiphany or a moment of realization. For many, these moments don’t happen often. When they do, [...]
One of the most valuable, yet often underused, resources available to the average practitioner in this business are the relationships they build with hundreds and, perhaps, thousands of individuals they encounter while doing their work. These relationships cross a wide spectrum from potential prospects and clients to candidates and recruits. Each of these individuals [...]
Account development is a process and not an event. That process generally involves a series of contacts with a prospect leading to an opportunity for demonstrating the value of your services through the generation of activity on one or more of the prospect’s staff openings. If you are able to successfully fill the [...]
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