I’ve been following Dave Kurlan for over a year now. His blog www.omghub.com is one of the best resources on consultative sales training. His OMG Assessment for hiring salespeople is a much-needed tool to be the step between resume review and interview in the hiring process. He is a thought leader in sales force development and has [...]
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Seth Godin’s blog post today is incredibly valuable for anyone who is out of work and would like to return to earning. He gives three suggestions of high-value, attention-getting expertise you can provide: Learn to sell Learn to write Learn to produce extraordinary video and multimedia.
You may have to do one [...] This week I had a skype conversation with a friend across the pond. He said something that stopped me cold, and made me re-evaluate right then what I thought about Sales. He pointed out that Sales is probably the only profession in which most of the work you do is going to end in ‘failure.’ [...] Seth Godin reminds us this morning that not all sellers are created equal. His article really stands out to me because so many of us are in the “talent” or “artist” category. We aren’t in the game just to sell. We’re not motivated purely by money. When we’re working with someone, and they upset us, [...] My wife turned on Christian radio this morning while we were driving my younger sisters-in-law to school. I cringed, expecting “Come To The Lord, Hallelujah, Amen!”–but we got something totally different. As a sales trainer, I’m always on the lookout for new-to-me perspectives on communication, relationships and understanding others. This morning we were lucky enough [...] How many times has this happened to you: you’re talking to a prospect, they’re interested in what you have to offer, you think there could be a good fit here…and then it happens. They ask about price, you give them a rate or a figure or a range…and woah. Hit the brakes. “Oh no, I [...] Most people who conduct interviews figure they’re a pretty good judge of character. Many have, unprompted, shared this opinion with me. Then there’s that old Human Resources notion: past performance determines future potential. Combine these two ideas and you have the foundation of most businesses’ hiring practices. Problem? Both premises are bad. The stats have [...] Like most things, the more prospecting you do, the better you’ll feel about and get at it. Day One is tough. Day Fifteen, on the other hand, is natural. Set specific times to do your cold calling, and put them in your calendar. I recommend cold calling for one to two hours at a time, [...] “Here’s your cold calling script—get fired up! Start ‘Dialing for Dollars.’ I want to hear enthusiasm!” Oh no. Ever notice how the people who tell you that this is the way to go about cold calling are almost never the people who actually have to do it? Following a cold calling script to the letter [...] Third, repeat after me: “Not wanting to talk with me right now is not Rejection. It just means they don’t want to talk to me right now.” Write this on a sticky note and thumb it up somewhere you’ll see it every day. Especially while prospecting. Fourth, do a little research on the company you’re [...] |
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