Where the Rubber Meets the Road

Five Ways Sales Leaders Can Avoid Speed Bumps in the Recruiting Process

Don't drive great job candidates away from your organization. Below, we cover five commonsense pointers that will ensure that great talent isn't inadvertently being driven away from accepting a position at your company by those on the front lines of the interview process.

Tips for evaluating your daily performance. Leverage you strengths and develop opportunities for growth.

Zig Ziglar once wrote, "if you can't close, you are just a brilliant conversationalist." I would add to that if you can't close, you are just an unpaid consultant.

There are many things buyers evaluate when making a purchasing decision, but none of them is more important than risk. When you understand the impact of risk, you can tailor your sales process to minimize or even eliminate it and help drive yours sales through the roof.

Becoming a top producer in sales is not a knowledge issue. It is a consistency issue.

What sales steps are required to sell your product or service? When learning a new game, understanding the rules and goal of the game is the beginning of fun.Selling is similar. There are rules, strategy, skill sets, and big rewards. Practice and modifiy your phrases to make more sales! Take the time to break down your sales process and purposely master each sales step. Your efforts will propel you to the top your field.

If some of you are thinking, "But what does this have to do with inside sales, Mike?" then I'll tell you. I've been using the same techniques to build Multi-Million Dollar Inside Sales Teams as Paul Brown used to build championship football teams, and they work.

Here is a simple sales process that works and has proven itself worldwide. The subsets are: You,The Organization,The Market,Competency, Building Relationships, Qualifying prospects, and Prescribing solutions. The final step in the sales process is to thank them for their order and to educate them on value added items.

If you love sales and you believe in the product or service you are selling, then you should do every thing you can to get your product or service in the hands of the people it will benefit the most. Or are you there just to pass the time of day? Are you afraid to ask questions that will uncover their needs and then provide them with your product or service as the solution? Which salesperson are you?

The sales process seldom follows a direct path. Sales conversations zig and zag toward the final transaction. Great sales people develop multiple skill sets and sales strategies to increase their closing ratios. Learn to uncover what your prospect cares about most and satisfy their needs while reinforcing their deciion to buy with benefits that support what they value. These sales tips will help you succeed.