All Blog Posts Tagged '/' (19)

What Was the Question?

Next time someone asks you to repeat a question, count the number of words. Chances are it was more than ten. I’ve often noticed this happening with salespeople talking with prospects and clients and executives speaking with members of their team. What’s the issue? Our brains process questions of less than ten words much more effectively than those that exceed ten.

Each time we pose a question of more than ten words, the listener spends more time focusing on the question and less on…

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Added by Scott Wintrip on May 19, 2014 at 8:37am — No Comments

What Media Properties Does the HR Marketplace Mention Most on Twitter? The Data Says…

HRmarketer software analyzes more HR marketplace data than anyone else. Every day, this includes tens of thousands of HR- and benefits-related tweets, Facebook updates and LinkedIn updates, as well as 5,000-plus new articles and blog posts.

We…

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Added by Mark Willaman on March 25, 2014 at 1:30pm — 2 Comments

4 Reasons Why Video Interviewing Will Improve Your Recruitment Process

Regardless of the current economic climate, the average number of interviews is increasing as staffing moves more towards temporary staffing and people on average stay shorter in one job.

This trend creates several problems and leads to…

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Added by Niddia Paauwe on March 13, 2014 at 11:00am — 3 Comments

The Power of Collaborative Selling

Heavy-handed techniques, complex closes and feature-benefit laden pitches have dominated sales for years. These methods are exhausting to do and even more taxing on the receiving end for buyers. It’s little wonder that virtually no one likes to be on the receiving end of a sales pitch.

I wrote Sales Yoga to help solve this problem once and for all. Sales Yoga is a “collaborative approach to meeting the shared needs of a buyer and seller.”

When done right, the…

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Added by Scott Wintrip on November 11, 2013 at 9:30am — No Comments

Sales Intimacy—Scott’s Sales Yoga Thought for the Day

Having to tell my son, Ben, his dog had to be euthanized this past Tuesday is now on my top ten list of life’s crappy moments. Seeing him cry as he said goodbye to Max, yep, that’s on the list as well. That same day, a girl with whom he was starting a relationship suddenly ended their friendship by text. As Ben put it, “this day can’t get any worse.”

As a Dad, I want to shield Ben from these hurts in life. But I can’t, which really pisses me off at times! So I did the next best…

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Added by Scott Wintrip on October 3, 2013 at 10:37am — No Comments

United Federation of Teachers (UFT) and the New York State Legislature – Today’s Radical Accountability Zeroes

Being married to a teacher, I’m biased, typically erring to a teacher’s point of view. However, when the behavior of teachers is harmful to children, I’ll take the kids’ side every time.

That’s the case in this latest awarding of Radical Accountability Zeroes to the UFT, the New York City affiliate of the American Federation of Teachers, and the New York State…

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Added by Scott Wintrip on July 3, 2013 at 10:22am — No Comments

Empathize Then Solutionize

I’ve just returned from an extended business trip to the Twin Cities of Minnesota where I enjoyed a healthy dose of Minnesota Nice. If you’re unfamiliar with this, it’s a way of being in the Land of 10,000 Lakes. The cordiality and devotion that Minnesotans extend to one another, and guests like myself and my wife, is so commonplace that someone just had to give it a name.

Minnesota Nice…

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Added by Scott Wintrip on July 1, 2013 at 9:30am — No Comments

Are You Stranded in the Desert?

Desolate and lonely, you find yourself in a vast space where it seems no one, absolutely no one, can be found. Parched and hungry you trudge on, getting wearier by the moment. You just want to give up, thinking, “this is it. This is where it all ends.” 

No, this is not a vain attempt at channeling Stephen King or Dean Koontz. Rather, the “desert” described above is the mental space that…

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Added by Scott Wintrip on June 17, 2013 at 9:00am — No Comments

Would You Want a Planned, Canned Response? – Scott’s Sales Yoga Thought for the Week

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 situations. Would you want to be on the receiving end of one of these impersonal, canned statements? This type of sales practice is just one of many reasons why people dislike hearing a sales pitch.

In Sales Yoga, we practice the art of Integrative Questioning to build rapport, develop…

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Added by Scott Wintrip on May 30, 2013 at 8:30am — No Comments

Recruitment Training: How Time Management Can Increase Your Billings

Training for recruitment consultants in your team is vital. They need to have the skills and attributes of super sales people and the unique ability to bring in both candidates and clients. This is so different to many other industries. The rewards are there for the top performers, provided they know what activities to prioritise and when.



The saying goes that you can always make more money though you can't manufacture…

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Added by Nicky Coffin on May 30, 2013 at 6:11am — No Comments

Management Training For Recruitment Companies: How A Management Coach Will Improve Your Skills

Management training for recruitment companies, is it really that essential? And it's a fair point - after all, the internet is vast, and the amount of information you can discover from the comfort of the home is virtually unlimited. Especially if you shop online where there are management training books by the thousand.



But that doesn't mean that seeking the help of a management coach is a waste of your time. In fact,…

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Added by Nicky Coffin on May 29, 2013 at 7:31pm — No Comments

Recruitment Training: Confidence Is Key And The Results Of NLP Prove It

Recruitment training is, like any profession, a varied field. In any company there'll be someone who is naturally confident, and another who needs a bit more time to be able to tap into their full potential. If you're of the first disposition, you may think that everyone will get there in the end, it just takes some time and much needed perseverance.…

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Added by Nicky Coffin on May 29, 2013 at 7:22pm — No Comments

Training For Recruitment Consultants: A Secret Skill For Billing More

Training for recruitment consultants is vital if you want them to perform, hit billings and grow your company. One key element of this is the need to be more assertive in all aspects of the role. From dealing with colleagues in the office to pitching for business and moving candidates along. This article covers some ideas and steps that you can implement to make this happen.



Learning to be more assertive is something which…

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Added by Nicky Coffin on May 29, 2013 at 7:15pm — No Comments

Kill the Dog and Corral the Pony – Scott’s Sales Yoga Thought for the Week

Earlier this week, a salesperson told me about a difficult conversation she was about to have with a client. In asking for my advice, she said there was a chance this customer will ask for a price reduction and that she’d have to do a “dog and pony show” to convince them to keep working with her at the current rate.

I told her she needed to “kill the dog and corral the pony.” As you may suspect, there was a long pause on the other end of the phone after such a startling…

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Added by Scott Wintrip on May 2, 2013 at 9:30am — No Comments

Crafting Powerful Sales and Marketing Messages

Scott explains the four ‘C’s’ that will allow you to craft powerful sales and marketing messages.

Click here to…

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Added by Scott Wintrip on February 15, 2013 at 8:26am — No Comments

Forget the Computer, Coffee is good for Business.

Time’s past networking meant attending an event (In person) and carefully spreading your time across a room of ‘like-minded’ individuals, productive if everyone in the room was your target networking pool, but this was and still isn't always the case. Two hours…

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Added by Marie-Clara Thaureux on February 13, 2013 at 2:12pm — No Comments

Is LinkedIn kicking the competition while they are down?

If English is not your first language chances are that you are active on more than one professional network such as LinkedIn. Services like Viadeo, Xing and others are then probably part of your social media strategy.

The hard news is that since the rise of LinkedIn-Today these platforms are clearly struggling to find a model with which to compete. Their biggest challenge is to make their users coming back and engage.

LinkedIn has not only understood and perfected the art of…

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Added by Valbonne Consulting on January 19, 2013 at 11:30am — No Comments

From Average to World-Class: A Checklist to Transform Your Onboarding / Orientation Programme - Jobsabode.com

World-class is a term that is often used and misused by those in human resources. It's important to realize upfront that good or even very good onboarding programs are quite common, but they are also quite different from the few existing "world-class" programs.

Almost by definition, the number of world-class programs in any field is extremely small. For example, to be considered as world-class in an Olympic sport, you must win a gold, silver, or bronze medal. Such an achievement is truly… Continue

Added by Jobsabode.com on August 7, 2008 at 6:24am — No Comments

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