All posts tagged: closing

Close More by Selling Less

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Scott's Monday Morning MessageResumes are incredibly flawed sales tools that prove the common saying that “less is more.” Case in point comes from a salesperson new to the staffing and recruitment industry. Instead of the resume he sent to the buyer creating buy-in, it’s generating pushback as the hiring manager is questioning why the candidate for a contract role has worked at seven companies in the past 10 years. The answer—each of these was a contract assignment. Yet, this fact did nothing to allay the concerns of the buyer, interfering with the salesperson’s ability to close him on even just talking with this candidate via telephone.

Less really is more when it comes to how much we sell and the sales tools we employ. Here are three of the top 20 ways to close more by selling less:

  • Instead of soliloquies, speak in soundbites (ideally, nine seconds or less).
  • Rather than scheduling interviews, set up working interviews, allowing the buyer to experience the candidate.
  • When something on paper is required, submit accomplishment profiles instead of resumes, highlighting the details that matter instead of the minutiae that creates confusion.

Giving the customer more space to close him or herself can only happen if we simplify the process. And since buyers always believe themselves and only sometimes, if ever, believe us, letting the better closer close (them, not us) is worth the lessening of our efforts, and letting them feeling more in control.

Scott WintripClose More by Selling Less
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More on Leadership Deficits – The Test

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Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting done what matters most.

Last week’s message on this topic received lots of acknowledgements as to the extent of this problem and requests for more on the topic.

Here are seven more questions, plus the original three, which will allow you to begin to measure the Leadership Deficit in your company. Double-check your answers. Many people report that some of their responses are what should be happening, not what’s really going on currently.

THE LEADERSHIP DEFICIT TEST

  1. Do leaders unwavering…

    1. hold people to the set standards or
    2. justify when they do not?
  2. Are managers…

    1. regularly improving, evolving, and changing best practices or
    2. allowing current processes to continue as the way business gets done?
  3. Do leaders…

    1. work to lessen the amount of multi-tasking being done or
    2. promote multi-tasking?
  4. Are the managers in your company…

    1. consistently decisive in their decision-making or
    2. more inclined to ponder things before taking action?
  5. Do your leaders…

    1. encourage and embrace mistakes or
    2. focus on avoiding missteps and problems?
  6. When listening to managers, do they tend to…

    1. speak succinctly, often using metaphors and examples, or
    2. talk in detail, explaining their points with precision?
  7. Do leaders in your company…

    1. regularly schedule and facilitate practice opportunities or
    2. approach practice, if it ever happens, as an occasional event?
  8. Do leaders spend more time…

    1. creating roles or
    2. filling open seats?
  9. Are managers spending more time…

    1. managing people or
    2. the numbers?
  10. Do leaders consistently…

    1. anticipate or
    2. react to production issues?

Tally up the number of “B” responses and multiply by 10. This number represents the percentage gap in the efficacy of your leaders and leadership function. By addressing each, making the “A” answer in each question the desired state, you’ll close this gap, effectively removing the deficit which is costing more than just money.

This Week’s Radical Accountability Activating Action: Take and score the test. Pick one area for improvement and start working, this week, on closing that gap.


Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

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Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripMore on Leadership Deficits – The Test
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Is It Best? Or Is It Merely Repetition?

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Scott's Monday Morning MessageLast week I had the honor of speaking at the conference of the National Association of Personnel Services (NAPS) in Houston, an event with lots of smart and talented people sharing information and learning good practices. Embedded within those good ideas, unfortunately, were Repetitive Practices, inefficient routines that are often the way things have always been done. These include:

  • Candidate and client control
  • Feature-benefit selling
  • Always Be Closing
  • Back to basics
  • Value propositions
  • Influencing or convincing clients or candidates
  • Time kills deals

When people pause and honestly assess these tired ideas, they realize:

  • Your can’t control anyone. You can facilitate a process that mutually benefits everyone.
  • Customers don’t buy features and benefits. They do buy an improvement to their current circumstances.
  • Closing isn’t as powerful as collaborating.
  • Back to basics perpetuates the problem. Stay with the basics solves it for good.
  • Value propositions pale in effectiveness to provocative stories.
  • Trying to influence or convince anyone is a waste of energy and only does harm. Allowing people to convince themselves take less effort and helps your relationship.
  • Time simply marches on. What kills the deal is the recruiter or salesperson who fails to gain agreement to a process, up front, that maximizes the time at hand.

It’s time that we, as an industry, begin to thoroughly question and assess what we’re being told, unless we’re satisfied with the status quo. I don’t know about you, but I want better for our industry. Better respect, better profits, and better processes that reduce our labor intensity. Perpetuating past practices isn’t going to make that happen.

Scott WintripIs It Best? Or Is It Merely Repetition?
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Closing the Leadership Deficit

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Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting done what matters most.

Getting from here to a more profitable there isn’t just about charting the right course; it requires bridging the gaps. In many organizations, the biggest cracks are caused or widened by the leadership team.

Case in point is a very reputable staffing firm that has yet to live up to it’s full potential. Customers love them, candidates adore them, and they have the satisfaction scores to prove it. Yet, this company has yet to break through their self-imposed glass ceiling which keeps growth well below their market potential. What’s lacking is a leadership team that drives business versus reacting to the market, creates opportunities versus constantly solving problems, and innovates versus perpetuating the status quo. This deficit in leadership is all that’s keeping this outstanding firm from being more dominant and more profitable.

How big is the Leadership Deficit in your company? To get started, here are three of the critical areas to assess and address:

1. Do leaders spend more time creating roles or filling open seats?
One sure sign that there’s a Leadership Deficit is in the hiring being done by operational and sales leaders. Filling seats is a backwards looking exercise that maintains the status quo, while creating new roles demonstrates that these managers are looking ahead, creating and seizing opportunities ahead of your competitors.

2. Are managers spending more time managing people or numbers?
The numbers never lie, but there’re a terrible way to manage a company. Numbers should be used as just one indicator that informs leaders on how to manage, versus burying their heads in data that keeps them isolated from people. Managers need to spend hours more with their direct reports instead of just reading reports that never provide a complete picture.

3. Do leaders anticipate or react to production issues?
Poor results don’t just happen, yet, too many of today’s managers are consistently waiting too long to address the causes. The better leaders are watching for the slightest change in the pulse of the team and paying careful attention to the nuances in each individual from day to day. This active form of leadership is allowing them to avert problems and seize opportunities, propelling these companies to have better cultures and more consistent, positive results.

Plans are great, but the failure to have a plan that closes the Leadership Deficit makes achieving those plans difficult, if not impossible. These final months of the year are a great time to plan for a different and better outcome, and there’s no better place to start than planning for better leadership.

This Week’s Radical Accountability Activating Action: Identify which of the three areas needs the most attention and take action this week to begin to close the deficit in that area.


Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripClosing the Leadership Deficit
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