March 11, 2019 Recruiting is a relationship business. Connecting people with other people is the name of the game. It’s about finding the right talent for the right position. It’s about finding the right position for the right talent. But not everybody understands that. Some recruiters see recruiting as a transaction. Some see it as a relationship. A transactional recruiter will fill the position for you, but they don’t have much investment in the success of your organization. They’re looking…
If you’re thinking of hiring a recruiting firm, you’re probably wondering whether to go with a firm that specializes in your industry. You’ve probably heard a lot of pretty convincing reasons why you should go with a specialized recruiter. Full transparency: I run a generalized recruitment firm. Full transparency: sometimes, a specialized firm is the right move for your organization. On the other hand, sometimes a more general recruiter is a better move for you. A lot of the time,…
If you have what is takes to be told no on 50 consecutive call so you can get the yes on the 51st.
Salespeople are optimists. They have to be to survive the emotional roller coaster of winning and losing deals. But that optimism is often balanced by a healthy dose of paranoia. The best salespeople constantly ask themselves how could this go wrong? In one column, they will write down all of the ways in which they could lose the sale. And then in another column they write down what they are going to do to reduce the risk of that happening.
They dress rehearse meetings. They’re at Kinkos at 5:30 a.m. meticulously assembling the proposal. Good salespeople hate surprises. And the best way to reduce the chances of being surprised is to focus on every detail of the process.
Exceptional salespeople don’t get flustered. They have a Zen-like ability to focus on the specific task at hand while exuding an aura of calm confidence.
They want money, of course, but they also want the thrill of winning the big deal and being recognized by their peers.
I look for someone who sees his/her role not as a “salesperson” who can sell ice to an Eskimo, but someone who understands his role is more like a consultant’s. He/she seeks to understand prospects’ unique problems to determine the best fit for their needs.
Salespeople have to relate to the customer and support them in choosing the right solutions, so personal empathy is an essential quality. It shows up as listening more than talking, relating to the other people in conversation and genuine care for others.
No matter what type of sales role you hire for, the common trait every salesperson needs is pure motivation. I look for an intelligent fighter–someone who doesn’t take no for an answer, who knows how to be politely persistent, and who is quick on his or her feet. Without motivation and a strong work ethic, no amount or training or high compensation will make a person successful at selling.