All posts tagged: Sales

Rejected by a Talented Candidate? Do This

No comments


It’s inevitable that someone you want to interview or hire will say “no.” However, that “no” isn’t permanent. You can get a talented person to change his or her mind by applying a powerful principle of selling.

I first witnessed this principle during a conversation with a longtime client. He called to say there was somebody else. Another company had approached him, offering similar services for 5% less.

My client explained that he had to watch his budget and decided to seriously consider making a change. He further explained to me that he didn’t really want to, but if I couldn’t meet that price, he’d have to go with the other company.

Now of course, I felt a bit betrayed. Rather than give in to this feeling, which was valid but unhelpful for solving the problem, I kept the conversation going.

“Harvey, I want to thank you for calling and being candid with me. I’m curious. What would it make it worth staying with us, paying what you are now?”

There was a pregnant pause. He didn’t just dismiss the question out of hand, which was a good sign.

“That’s an interesting question,” he said. “There is something. Our payables department has been on us about getting longer payment terms to help with cash flow. If we had a bit longer to pay, that might make it worth that 5%.”

Playing off his idea, I simply asked:

“Okay, what’s longer?”

“Oh, I don’t know. Maybe 10 more days?”

Harvey’s voice had gone from conciliatory and resigned to hopeful in a matter of seconds. Now, instead of prompting me to adjust my price or lose him as a client, he asked me for accommodations in order to maintain our relationship. This created a productive conversation in place of a “break up” phone call.

Harvey’s company had always paid on time and often, in less than 30 days so his request was by no means unreasonable. Now, I needed only one more question to close the deal.

“If I can get you those 10 additional days, then can we continue working together in the way we always have?”

“Yes, Scott. Thank you! That’s such a relief. I really wasn’t looking forward to the transition.”

I remember ending that phone call with a smile on my face. I had just experienced the value of allowing Harvey to sell himself on an idea, rather than trying to do the heavy lifting myself. I let the better salesperson sell. Him. Not me. He sold himself on changing his own mind.

Yes, I kept Harvey as a client. More importantly, I’d experienced a powerful sales principle. A principle that became an important focus in my recruiting and hiring. That principle:

Buyers always believe themselves, but only sometimes believe you.

Job candidates are buyers. They’re buying into opportunities. When they say “no,” they’re the most qualified person in the conversation to change it into a “yes.”

How does this work in recruiting and hiring? Well, there was the project manager who wanted a higher salary than we could offer. I asked, “What would make it worth taking the job for what we originally offered?” He talked himself into that number after asking for an extra week of vacation.

Then there was the accountant who didn’t want to drive across town for a job. I posed the following: “Under what circumstances would you consider commuting that far?” The accountant offered up the idea of a flex schedule sealing the deal for her to accept the role.

Candidates always believe themselves, but only sometimes believe you. Let the better salesperson sell, especially when it’s a candidate who just said “no.” If there’s anyone who can get them to change their own mind, it’s them, not you.

Scott WintripRejected by a Talented Candidate? Do This
read more

Hiring Staffing Salespeople? Look For These 5 Attributes.

No comments

Making quality sales hires continues to be a challenge for leaders in staffing and recruitment. This episode of my podcast will help you accurately identify people who will be successful on your sales team.

 

Scott WintripHiring Staffing Salespeople? Look For These 5 Attributes.
read more

Advice From a Sales Expert on How to Get Top Talent to Pick Your Job

No comments

Tony Mayo is a sales expert and executive coach to business owners. In this interview, he delivers golden nugget after golden nugget on how to effectively sell during interviews. Get your pen ready, because you don’t want to miss a detail.

Here are the additional resources Tony spoke of in the interview:

Tough Talk – Conversations That Make A Difference

WEBINAR: The Conversation Contract™

WEBINAR: Be More Curious, Effective, & Empathetic

Scott WintripAdvice From a Sales Expert on How to Get Top Talent to Pick Your Job
read more

Noise Canceling the Competition

No comments

Scott's Monday Morning MessageCompetitive golfers and dancers keep their competition top of mind, knowing their influence can undermine them at any moment. Just the noise from these competitors can cause them to slice a drive or miss a step, creating a lost opportunity which ends up losing the match. The competition ends up stealing their trophies, their winnings and even their self-confidence and pride. The real power of these competitors comes from where they live—right between the ears. That’s why we often hear people saying they are competing with themselves, as they know that the only real competition, the thing that can get in their way, is their own thinking.

Just like these athletic professionals, competition for customers and candidates is not on the outside, but in our own competitive thinking. The other companies who provide similar services are not competitors, but merely potential distractions. What they do, how they do it, the price they charge and any games they play only matter if we let it.

There is enough noise that comes from the critic that lives in the human head. Isn’t it best not to add to the cacophony by simply ignoring what other people do?

“You can allow the noise from the competition to fade into the background. You can choose to act as if you were the market of one for the people you want to serve.” – Bernadette Jiwa, Marketing: A Love Story

Scott WintripNoise Canceling the Competition
read more

Achieving More by Doing Less – The Lean Approach to Success

No comments

Scott's Monday Morning MessageWhile less is more is a popular statement, many people find that saying it is much easier than living and working in this manner. Achieving better sales, recruiting better talent, and being more effective as a leader requires doing less while focusing on always taking action on the next right thing.

Here are the three steps to create the space and focus needed to become a leaner and more proficient leader, salesperson, or recruiter:

  1. Identify which aspects of your job you are attempting to perform at or near perfection.
  2. Instead of investing the extra time on getting each item done perfectly, focus on just getting each of them right.
  3. Repeat as often as possible.

Perfection is overrated and often takes time away from getting other equally important things done. Focusing on success, not perfection, not only gets the job done, and done well, but allows for doing much more in much less time.

Scott WintripAchieving More by Doing Less – The Lean Approach to Success
read more

Megavitamins for Customer Relationships

No comments

The Verbal Vomit

It’s often said that salespeople should listen more than talk, however, those spouting this wisdom typically are the ones who continue to inundate those around them with voluminous amounts of words. In fact, most salespeople spew a stream of factoids, details, and feature-benefit chunks of information all over prospective clients.

No one likes to be thrown up on, and it’s certainly no way to start or grow an important relationship. Instead, our industry must adhere to a better standard:

Say little, ask a lot.

When you live by this rule, you always hear more while keeping the buyer engaged in a much more compelling conversation. Since the buyer always believes him or herself but only sometimes, if ever, believes you, you’re letting the better closer close. And, when you consistently conduct yourself in this manner, important comments you make are actually heard versus dismissed, since you’ve demonstrated that you share only important details.

Not only is this standard soothing to buyers, like a spoonful of Pepto Bismol, it’s also a mega-dose of vitamins that establishes and grows healthy, long-lasting partnerships.

Scott WintripMegavitamins for Customer Relationships
read more