Companies and individuals have done the cost cutting. Jobs have been eliminated. Dealerships have been closed. Costs have been slashed. All this has done is help people weather the economic slump. Getting out of the slump is a different story. The only way out is by selling something.
Beyond the challenge of establishing an applicant’s values and interaction style – topics we’ve examined in previous articles — there remains, for hiring managers, the key issue of whether or not a given candidate has the skills to sell as a true superstar, what I call a Titan. If there is a skills mismatch — … Continue reading ARE YOU INTERVIEWING A POTENTIAL SUPERSTAR?
In our first article on hiring, we looked at the sales candidate’s value system and will to succeed. Now it’s time to gain an appreciation of how he or she is likely to go about selling. There are many models used for classifying behavior in this area; the model we will be referring to here … Continue reading HOW SALESPEOPLE SELL: A HIRING MANAGER’S GUIDE
Hiring salespeople who are motivated and energetic to begin with is essential. You shouldn’t rely on others to breathe life into a hire — the hire must be “alive” from the get-go! Many organizations miss the boat when it comes to recruiting salespeople. Too many hiring officials either do not know what they want, know … Continue reading HOW TO HIRE SUPERIOR SALES PEOPLE
“There is only one boss: the customer! And he can fire everybody in the company from the chairman on down simply by spending his money elsewhere.” Sam Walton Customers don’t care what your mission statement says. They care about how you treat them. To be successful as a salesperson in today’s environment, great customer service … Continue reading Get Better or Get Out of the Game
Several years ago, my mother started to drive home after working late one night. Exhausted, she passed out at the wheel of her car; it jumped the curb, knocked out a light pole, and burst into flames. Two people dragged my seriously burned mother out of the car just before it blew up.
Many books have been written and seminars delivered on the development of so-called ‘closing techniques.’ Most advice on these so-called closing techniques is ludicrous. “Presto change-o,” they promise, “say this and people will magically want to buy from you!” Yet any commitments we “win” by reciting high-handed or manipulative phrases are likely to be short-lived, … Continue reading How to Increase Your Closing Ratio
If both you and your client expect to make a profit, then you must have a strong and harmonious relationship between the two of you. Building and maintaining that relationship can take up an enormous chunk of a financial advisor’s time and effort! Here’s some advice on making that investment pay off.
Ron Karr is a professional speaker, consultant, trainer and author who specializes in helping organizations dominate their marketplace while helping individuals get closer to the people they serve. Ron’s secret is his ability to create Titans: those super-salespeople who can build lasting alliances by instantly creating highly perceived value for their customers.
Most salespeople don’t reach their ultimate level of success for one or more of the following three reasons: 1. They’re not that good. 2. They don’t sell effectively. 3. There are issues (delivery, quality, pricing, competition, etc.) outside of their sphere of influence that get in the way of their selling. I have yet to … Continue reading Positioning & Sales Strategies Designed to Help You Sell More in Less Time at Higher Profits!!!