Managing Unrealistic Client Expectations

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“I need a top-notch, back-office staff and swing-shift production team to start tomorrow. And I want to pay them all minimum wage. Oh, and did I mention that my company is 40 miles ...

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 ...

Engage in Sales Flow

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Many salespeople engage in a stop-start mentality in their sales practice. They start selling, land a few good prospects or customers, try to leverage them for all they are worth, ...

Would You Want a Planned, Canned Response?

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Cans work well for beans and vegetables but fail miserably in sales. Yet, many sales organizations mandate that salespeople memorize or read specific soundbites designed for specific ...

Sales Training Tip – Roll an 11

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For many years, I’ve been using a very simple technique to train new sales personnel about the necessity of perseverance and positivity in the sales process. I’ve been told that ...

Passion+Persistance = New Clients

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When introducing myself to a prospective client over the phone, I have one incredibly difficult task ahead of me: persuading them that my legal recruiting company will provide beneficial ...

Setting Sale(s) in the Right Direction

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Though it’s hard to believe, 2012 is about to wind down. Sales leaders across the country are looking for ways to continue the momentum through the rest of the year, and drive productivity ...

How NOT to Sell Staffing

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I got a call last week from a local staffing firm. At first, I thought it was someone calling to inquire about our services, but in less than 3 seconds I knew it was a sales call. Now, ...
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