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Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done.

It’s a great day at Newman Industries today! For the last month, they have been actively recruiting a hot candidate to join their sales team. Today, Steven Harmon agreed to join them. They see him as a true rainmaker. The recruiter and sales manager share high-fives. Mission accomplished! Spike the ball in the end zone. The job is done! The competition was fierce for Steven, but Newman Industries won. Read the rest of this entry »

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Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?

I was never very good in science class which is probably why I’m not a doctor today. Yet, I remember vividly the exercise on heated atoms. The experiment started with a flask of water and a Bunsen burner. Read the rest of this entry »

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Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship.
My wife Sharon and I dated for exactly two years before I proposed to her. Over our two year courtship, I got to know her likes and dislikes. I understood her goals in life and her aspirations. She knew the same about me. On July 24, 1996, in the White House Rose Garden (true story), I asked Sharon to marry me. She excitedly agreed. What might have been her response if she didn’t feel like she knew me well enough to make that kind of commitment? Would she still have accepted? Read the rest of this entry »

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Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.
Close your eyes. Think of the perfect mate. Are you done? Close your eyes again. Think some more. How long is your list of requirements of the perfect mate? Are there five of them? Ten? Perhaps, you have twenty. Think about your list again. Are each of those really requirements of your ideal mate? Or, are those desired attributes?  Read the rest of this entry »

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In today’s competitive retail environment, sales and profitability are on-going concerns
with many, if not most, retailers. Shareholder and/or corporate expectations of a healthy
return on investment and consumer demands for lower prices appear to be diametrically
opposed. There is, however, a way to survive the pressure from these demands. Read the rest of this entry »

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Andrew Rondeau

How many times have you heard ‘to be a successful leader you need a network’? Lots of times? Never? Well it is true. Read this article and find out the why, how and where of networking.

It’s hard to be in business today, certainly in the professional services sector, without having heard the term ‘networking’. Regarded by many as the Marmite of business, it is said that you either are a networker or you aren’t. And if you think you aren’t, you shouldn’t even try to do it. Read the rest of this entry »

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Prospects are busy and have plenty of things on their mind. You probably aren’t one of them. Prospects have their own list of priorities. When your priorities, and the prospects priorities, don’t align, frustration rises on both sides of the desk. Here’s how that plays out in real life.

The voicemail started from a sales rep with whom I had spoken once, about three months prior. “Hi, this is Leah from Forcedsales.com. Just checking in to see if you had any questions about our service.” Blah! Blah! Blah! Blah! Blah! Read the rest of this entry »

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Every sales person needs to improve their approach in tough economic conditions. A little R & R is in order and it’s no vacation!

So you read this title and you are probably thinking that I’ve lost my mind, that I’m suggesting that you relax and just let sales happen. Take the pressure off and ignore all of the sales training you have received in your career. Forget what that sales manager is telling you to do. Read the rest of this entry »

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If you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all? In this article, you will learn a new approach to resolving the price concern.Ok. This is false advertising. There is no secret to “overcoming” the price objection. The truth is that the price objection cannot be overcome. That is because it isn’t intended to be overcome. It is meant to be resolved through thought facilitation by a sales person. The sales person’s role is to help the prospect work through the price concern as opposed to attempting to overcome it. Read the rest of this entry »

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Lee B. Salz
The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.

After a lengthy screening process, the hiring committee feels they have found the right sales candidate for the company. Now comes the tricky part, how do you design an offer and go through the offer stage of the process without damaging the relationship with the candidate? Damaging? Read the rest of this entry »

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