Hiring the Wrong Person Costs You Three Times Their Annual Salary
Throughout my recent posts, my message has been: hire the wrong person and it's going to cost you money...Heaps! Simple really. The old chestnut 'Hire attitude and then train', in this brave new world of data and measurements, is an old belief. Don't get me wrong, a...
The Big Three That Will Make Or Break Your Sales Recruitment
What not to do when Hiring Salespeople. Hire in your own likeness- A potential salesperson comes in to meet with you, and within a short time you have hit it off, you may have even shared some key rapport-building facts about each other. Of all the applicants that you...
How to Avoid the Biggest Mistake You Can Make when Hiring a Salesperson
How to hire a Superstar Salesperson each and every time Today, I released my free report on How to Hire a Superstar Salesperson each and every time. To coincide with releasing this free report, I wanted to share some of my thoughts around how I have hired salespeople...
The Butterfly Effect
In 1963 meteorologist Edward Lorenz announced a stunning discovery. For decades, people had viewed the universe as a large machine in which causes matched effects. “Cause and effect” it is sometimes known as, or “what you reap you sow.” He discovered The Butterfly...
How to Speed Sell
Have you heard about Speed Selling? Speed Selling is a great way to launch a company and I have participated in it several times. Over the years it has become a lot more sophisticated. My old company, NRS Media, has fine-tuned it to pretty much launch a brand new...
Sales relationships hinge on the ongoing conversation you have with yourself
Start a Conversation with Yourself A successful sales relationship hinges on the ongoing conversation you have with your customer. The dialogue starts, strangely enough, with the conversation you have with yourself. You can listen to others more effectively when you...
The Difference between a Small One and a Large One
Do you know the difference between a small sale and a large Sale An excellent book that I have had tucked away in my library is called Spin Selling by Neil Rackman. In Neil's book, he maintains that there is a difference between a small sale and a large sale and...
Reducing your Business Risk is Easier than you think
Reducing your business expenses is easier than you think A leading manufacturing company based in Japan is said to have saved a quarter of a million dollars just by turning off the lights. The company ran a competition with a reward asking people to answer this...
The Map to An Open Mind
This week I want to share a story about a father and son and the importance of having an open mind.* The Newspaper story A man is busy working at home when his young 5-year-old child comes into his study and with the enthusiasm that children have in abundance, he asks...
“ Sales are contingent upon the attitude of the salesperson? Or the attitude of the prospect”
Photo - Austin Kleon- Steal like an Artist “Are Sales are contingent upon the attitude of the salesperson? Or the attitude of the prospect” I get to hear good stories from all over the world as to how salespeople are making a difference to people’s lives. In many...