Pete Oliver

Bad hiring decision can cost you 30% of the individual’s first-year potential earnings!

Hiring Managers tell us they are:

• Tired of acting out of desperation to fill an empty position
• Lacking a hiring template that gives a step-by-step road map for all parties involved
• Concerned as to why their favorite candidate interviews like a rock-star but performs like a dud

If this sounds like you, tune in:

If you’ve ever been out fishing, you know the secret to selling. Don’t see the correlation? Well, picture the last time you were fishing and it took a while for your first catch. After a while of fishing, it can get tiring and you grow impatient. Then you finally feel that first nibble on the end of your line. At that moment, your actions can determine the outcome. If you reel it in right away, you will probably lose the fish. But if you resist the urge and wait for the fish to get serious about the bait, you can set the hook and reel it in.

THIS PODCAST IS FOR YOU IF:

If you are responsible for selling large, enterprise deals and struggle to get them through the finish line due to the complex decision making processes with in your target's organizations. There are many factors that come into play when identifying a real reason to do business, scoping out the investment/terms and navigating the decision and procurement processes. It is not just a simple 'check the box' list, there is a grace and finesse of building a relationship and earning their trust.

THIS PODCAST IS INTEND FOR SALES PEOPLE WHO MUST PROSPECT:

If you find that prospecting keeps getting pushed to the side...your time is filled with client calls, fire fighting, salesforce tasks, but you never quite get to the cold prospecting activity, this is for you.

Your customers expect service. Most come into your store or call your number with a question that needs answering right away. How your employees respond will affect what your customer does, whether they stay or go. Your staff doesn’t just need to be there to answer questions, they have to be ready for them. To have employees who are on the ball, who can engage, overcome, and think on the fly requires experience. The question is: what do you want that experience to cost you?

Listening is a skill that all have, but few master. In any relationship, both sides have to feel they can speak and that their words will be heard. Sales is no different: a dialogue takes two, and simply throwing words at the customer only bores you and frustrates them. The key is to listen--listen actively--and instead of throwing prepared lines at them, enter into a natural conversation where both of you are hearing what the other has to say and tailoring your thoughts—and sales—accordingly.

Despite the ease of access to information online, consumers are still trusting the opinions of their peers when it comes to making a purchase, which is why word-of-mouth referrals are typically the best kind of business.

However, while referrals are sales gold, they can also be the most difficult to obtain. So how does one encourage more of them?

Here are 6 tips to do so.

Writing emails is a nearly unavoidable tasks when it comes to procuring new clients. Unfortunately, the success rate of sales emails tends to be very low, because it is a lot easier for a target to simply delete an email than to ignore you over the phone or in person. However, there are some techniques that will help ensure that your targets read your emails.

We consistently have organizations coming to us for help with hiring the right talent. Over the years we’ve learned some pretty important lessons around interviewing sales people. Here are three common interview pitfalls you should try to avoid.

If you’ve noticed at work or in your personal life you’ve been functioning in your “comfort zone” on a day-to-day basis, or feeling inadequate about your production at work, then you are most likely producing at a level below your potential. By understanding where your comfort zone is and how to reach beyond that barrier, your goals will be met. Many of us think of the cheesy tag lines on corporate motivational posters or inspirational quotes to help break the routine—but getting out of your comfort zone requires a lot of work.