All posts tagged: compulsion

Inspired Recruiting

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Scott's Monday Morning MessageSome interactions with candidates almost seem to be divinely inspired, while others feel like you’re trudging though mud and muck, getting nowhere fast. What’s the cause of these very different scenarios?

Inspired Recruiting, an almost effortless interaction with a candidate, always has two components: trust and compulsion. Without both of these, recruiting becomes a more difficult task.

Without trust and compulsion, you experience Shields Up, the recruiting equivalent of the shields in spaceships in science fiction. Candidates deploy a variety of shields to protect themselves from recruiters, especially when they feel mistrust or they lack a compelling need to speak with you. Trust must be built first before compulsion can move the conversation towards a mutually beneficial relationship where the needs of all parties are met.

If a candidate can benefit from what you do and trusts you, yet, doesn’t feel an irresistible urge to pursue your opportunity, you have someone who is just going through the motions. He feels good, you feel good, yet these good feelings are doing nothing to benefit either of you long term. In order for a trusting candidate to gain the compulsion to pursue what’s being offered, the recruiter must engage a collaborative dialogue where the candidate sells himself on buying into the job or assignments at hand.

You get a resistant candidate when she has a need to make a change but doesn’t fully trust you or your company. Time, energy, and effort to build trust are the next course of action.

Trust and healthy compulsions are each, in and of themselves, valuable commodities. In combination, they create an alchemy that produces golden results for everyone. The task of every recruiter who wants to make more lasting matches is to ensure that both elements are part of every relationship.

Scott WintripInspired Recruiting
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Compulsive Buying – Scott’s Sales Yoga Thought for the Day

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Why is it that buyers continue to purchase services and products inferior to those delivered by your company? Momentum is the cause and the cure.

If what you offer is truly better, the buyer has to stop focusing all of his energy on the current provider and shift some of that your way. The temporary deflection of momentum accounts for only 10% of his energy and attention; the other 90% is what keeps him in the current purchasing pattern. This is why buying is compulsive—people stay with what they know even when it’s less than ideal. The compulsion to buy from you must be greater than the momentum of the status quo.

Attempts to convince, cajole, or coerce people rarely, if ever, works to overcome their current compulsive buying. This is why, in Sales Yoga, we practice Front of the Box Marketing to attract attention, then create buying experiences through Sales Flow, living by the mantra:

Buyers always believe themselves, but only sometimes believe you.

Nothing shifts momentum more powerfully and completely than when decision-makers convince themselves to let go of compulsive buying that does not serve them as well as being served by you.

Compulsive Buying

Scott WintripCompulsive Buying – Scott’s Sales Yoga Thought for the Day
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The Inspired Sale

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Some interactions with customers almost seem to be divinely inspired, while others feel like you’re trudging though mud and muck, getting nowhere fast. What’s the cause of these very different scenarios?

The Inspired Sale, one in which the buyer feels a compelling need to buy and buy from you, always has two components: trust and compulsion. Without both of these, selling becomes a difficult, if not impossible task.

Without trust and compulsion, you experience Shields Up, the sales equivalent of the shields in spaceships in science fiction. Buyers deploy ten different shields to protect themselves from a sales pitch, especially when they don’t trust you nor feel a compelling need to buy from you, even when they have a need you can fulfill. Trust must be built first before compulsion can move the conversation towards a mutually beneficial relationship where the needs of all parties are met.

If a buyer can benefit from what you do and trusts you, yet, doesn’t feel an irresistible urge to buy, you have someone who is just going through the motions. He feels good, you feel good, yet these good feelings are doing nothing to benefit either of you long term. In order for a trusting buyer to gain the compulsion to buy, the salesperson must engage a collaborative dialogue where the buyer sells himself on buying and buying now.

You get a resistant buyer when she has a need to buy but doesn’t trust you enough to buy from you and your company. Time, energy, and effort to build trust are the next course of action.

Trust and healthy compulsions to buy are each, in and of themselves, valuable commodities. In combination, they create an alchemy that produces golden results for everyone. The task of every salesperson who wants to sell more is to ensure that both elements are part of every relationship.

Learn more about the ten shields buyers deploy and how to get them to engage Shields Down. Buy your copy of Sales Yoga today.

Scott WintripThe Inspired Sale
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