Welcome to issue 234 of the ukrecruiter newsletter. Don't
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Article
One: How To Sell More By Avoiding The Top Five Excuses Used by Sales Losers!
by Gavin Ingham
In this article I am going to share with you the top five excuses used by sales losers so that you can audit the “reasons” that you use when you’re not getting the results that you would like. In my experience nearly all salespeople use some or all of these excuses at some point in their sales career. Auditing your usage of them will pay massive dividends in motivation, focus and results in the short, medium and long-term.
My challenge to you as your read these excuses is to do two things…
· Firstly, honestly appraise whether you do use any of these excuses. Consider how often, when and at what cost…
· Secondly, hold yourself to a higher standard and vow never to accept them ever again. ..
Top 5 Excuses Used By Sales Losers…
1. Poor market conditions / economy.
Most salespeople use this as a reason for not performing at some point or other in their careers. I have worked with whole companies who spout this “reason” almost as a mantra! I’m not arguing that some markets aren’t more buoyant than others, however there is always opportunity for those who work hard. In many “poor markets” many of your competitors may hold this excuse and therefore have almost given up. This leaves the door open for you to work smarter and secure the clients that are in the marketplace.
2. Expensive / uncompetitive products.
I worked with a company who took a new product to market. After the initial trial runs, much of the feedback from the clients stated that they thought that the product was too expensive. Many of the sales teams concluded therefore that the product was uncompetitive. One sales individual however made enormous sales so I sought him out and spoke with him. He told me that the other salespeople in the business were selling on price not value and had failed to identify how the product was worth the money to clients! Expensive and uncompetitive are subjective words… in what context are you using them?
3. Poor management and support.
I have never worked in a business where somebody didn’t criticise the management and support. Let’s face it, if you want to push the blame outside of yourself you’ll always find a way to do it! Sales losers seem to find someone to blame and a way to lose wherever they work. Sales superstars accept reality for what it is and find a way to excel wherever they work. Which are you?
4. Wrong territory or geographic region.
Territories, geographic regions, vertical sectors… in many of the teams that I work with these are extremely hotly debated topics. I’m not arguing that one territory is the same as another however it is incredibly rare that I meet a salesperson that has ALL of the business in their territory. What I tend to find is that whatever territory you give to salespeople… plodders plod and superstars perform. Could it be possible that there is no such thing as a mediocre territory only a mediocre sales person?
5. Upbringing and education.
Some people believe that their upbringing and education effect their outcomes in life. There’s even loads of academic argument about it. I don’t care! What I know is that if you accept that argument and you didn’t have a great education or upbringing then you are emasculated!!! Look! There are loads of examples of people who have broken out of awful backgrounds and have achieved amazing successes. Whether you’re a PHD from Harvard or a comprehensive drop out we all have the same opportunity to sell. After a sales presentation the words, “I’m sorry that wasn’t so good but I’m a Harvard grad you know” aren’t going to help!!!! The profession of selling is a great
leveller.
For the last 10 years, Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. Visit
http://www.gaviningham.net
now to join Gavin's free monthly newsletter packed full of sales secrets, strategies and tactics. Join now and get Gavin's ground-breaking 9-part objection handling course absolutely free.
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Opinion: Research reveals high failure rate of in-house
pre-employment vetting by Alexandra Kelly
New research into companies’ experiences of vetting candidates for employment reveals dramatic differences between the success rates for in-house vetting versus those for outsourcing the screening process.
According to the research, commissioned by London-based pre-employment screening firm Powerchex, 39% of UK organisations have experienced a situation where their vetting procedures have allowed an employee to be hired who was later found to have lied or misrepresented themselves in their application. Of these organisations, 85% had carried out all vetting in-house. In contrast, only 4% of those who had experienced such a situation outsourced the service to a third party provider.
I believe that the survey of 312 HR managers across a range of industry sectors demonstrates a clear need for companies to reassess the way they approach pre-employment vetting.
The research shows that almost half of organisations surveyed do nothing by way of screening temps. Of those who leave the task to a temp agency, only 59% have established vetting standards while the remaining 41% are uncertain of the agency’s standard of vetting.
Other findings of the research include:
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Larger companies are more likely to outsource than their smaller counterparts – the average staff size of the companies who outsource is 3,313 compared to 2,162 for those who carry out in-house checks.
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Almost half (48%) of organisations with fewer than 100 staff experienced problems with vetted employees.
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Financial services firms had the highest proportion of respondents who outsource the service, with over a quarter (26%) doing so, compared to an overall average of 16% who outsource vetting to a third party provider.
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The construction and property industry showed the lowest level of outsourcing, with 89% of such firms in the sample carrying out checks in-house.
Alexandra Kelly is the Managing Director of Powerchex Ltd, a pre-employment screening firm based in London. Alexandra has held senior industry roles in banking and insurance and has made numerous presentations to international conferences on the subject of vetting and risk management.
Alexandra has an MBA in Finance and Corporate Accounting from the Simon School (University of Rochester) and is a fellow of the Securities & Investment Institute.
For more information contact akelly@powerchex.co.uk
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Don't
Miss This
10% discount on "Online copywriting course", 15th November, London
Enhance Media (online recruitment communications consultancy) have just launched a new half day workshop that focuses on helping recruitment professionals improve the quality of their online recruitment copywriting skills. The course takes place in central London on 15th November and they are offering ukrecruiter subscirbers a 10% discount. For more information contact Alastair Cartwright on 020 7801 6266 (quoting ukrec) or visit
http://www.enhancemedia.co.uk/training/opencourses/copywriting.html
UK Recruiter Discussion Forum
- Are you using it?
Don't forget to visit http://www.ukrecruiter.co.uk/forum. Current topics on the site
include "Employment
Law (Help!)", "Question
on commission structures" and "Just
not that into it...".
It is free to use the discussion board and you don't have to
register to view messages. Visit the site; ask questions and
share your knowledge
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Statistics
Hitwise top 10 Recruitment
Sites, week ending 1st October 2005
The most visited UK recruitment sites last week, starting with the
most popular, were www.jobcentreplus.gov.uk,
www.jobsite.co.uk, www.totaljobs.com,
www.reed.co.uk, www.jobs.nhs.uk,
www.monster.co.uk, jobs.guardian.co.uk,
www.tesjobs.co.uk, www.eteach.com
and www.s1jobs.com. For more information about Hitwise, visit http://www.hitwise.co.uk
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Regards
Louise Triance
UK Recruiter http://www.ukrecruiter.co.uk
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