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…Continue
Added by Scott Wintrip on May 19, 2014 at 8:37am — No Comments
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…Continue
Added by Scott Wintrip on November 11, 2013 at 9:30am — No Comments
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…Continue
Added by Scott Wintrip on October 3, 2013 at 10:37am — No Comments
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…Continue
Added by Scott Wintrip on July 3, 2013 at 10:22am — No Comments
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.
Added by Scott Wintrip on July 1, 2013 at 9:30am — No Comments
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…Continue
Added by Scott Wintrip on June 17, 2013 at 9:00am — No Comments
Training for recruitment consultants should be a major priority for any recruitment agency. Picture the scene: you run an established Recruitment company - business has been on the up for some time and it shows no sign of slowing down soon. Then, just at what feels like the height of your success, you get the news you've been dreading: your top recruiter is…Continue
Added by Nicky Coffin on May 31, 2013 at 9:09am — No Comments
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…Continue
Added by Scott Wintrip on May 30, 2013 at 8:30am — No Comments
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…
Added by Nicky Coffin on May 30, 2013 at 6:11am — No Comments
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,…
Added by Nicky Coffin on May 29, 2013 at 7:31pm — No Comments
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.…Continue
Added by Nicky Coffin on May 29, 2013 at 7:22pm — No Comments
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…
Added by Nicky Coffin on May 29, 2013 at 7:15pm — No Comments
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…Continue
Added by Scott Wintrip on May 2, 2013 at 9:30am — No Comments
Scott explains the four ‘C’s’ that will allow you to craft powerful sales and marketing messages.Continue
Added by Scott Wintrip on February 15, 2013 at 8:26am — No Comments