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Welcome to issue 414 of the ukrecruiter newsletter.
Don't forget to check out UK Recruiter Plus - recruitment advice for
only 20p per day. The £25 discount is still available
(against our standard price of £99 per annum). Visit the site
at www.ukrecruiterplus.co.uk
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29 July 2009
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Article
One: Selling - Repetition is the mother of all skill By Gavin Ingham
In sales seminars and sales training programmes I often talk about the difference between sales skills and sales techniques...
Sales techniques are something external to you, they are something that you hear or that you know.
Sales skills are something that you own, they are yours through hard work and practise. And, what’s more, they won’t abandon you in even the toughest of markets.
When I speak at sales conferences many salespeople sit back, cross their arms and ask for “the advanced stuff”. They tell their boss that they don’t need sales training because they already know it, they’ve heard it all before...
Take open questions as an example. Any salesperson with more than about 5 minutes selling experience knows what an open question is – a question that requires more than a “yes” or “no” answer. We all know that open questions start with the words what, where, when, why, how, who which. But how many salespeople put undue sales pressure onto their clients by asking (self-centred) closed questions when they should be asking (well constructed) open questions?
“Most salespeople” is the correct answer.
The ability to ask great questions is one of the critical skills for being a sales superstar yet most salespeople fair badly at best in this area.
Think back to the first time you were taught about open questions. Did you understand it? I’m guessing that you did. Let’s face it, it really isn’t that complicated is it? Most salespeople hear it, think that it makes sense and move on. They hear it, they acknowledge it but they never practise it. They get it intellectually but because they never practised it, it never becomes a skill for them. It never becomes something that they own.
Put under pressure in a sales meeting or in a cold call, and with the adrenaline flowing, they revert to type, asking controlling closed questions and “forgetting” to ask carefully constructed open ones.
As Tony Robbins, the author of Unlimited Power, says, “Repetition is the mother of all skill.”
If you want to be a great golfer you need to practise your swing, over and over. If you want to be a great pianist you need to practise your scales, over and over. If you want to be a great at anything you need to practise it, over and over.
If you want to be a great salesperson you need to practise your sales skills, over and over.
If you are a salesperson and you want to outsell your competition and win more clients fast, you need to create an ongoing sales development programme for yourself that includes regular practise of all of the sales training basics. Don’t wait for your boss to put you on a sales training programme. Don’t wait for your sales results to fall off a cliff. Start now and make regular sales training practise of your selling skills part of your daily habits. You’ll be amazed what you achieve from a mere 15 minutes a day practising your basic sales skills.
If you’re a sales manager, sales leader or business owner then you need to think about how you can help your sales team to practise their core sales skills regularly. One-off training is not enough by itself. You need to create ongoing sessions and exercises for them to participate in, both individually and as a team. One company I know bought several copies of my Objection handling book Objections! Objections! Objections! and then “drilled” the answers in sales meetings. They added £1 million to the bottom line.
Not convinced it’s worth the effort? What would Tiger Woods, David Beckham and Johnny Wilkinson tell you? I rest my case.
This was written by author and motivational speaker Gavin Ingham. Sign up for his free Sales Success newsletter and read his blog now at
www.gaviningham.com
Gavin is also a contributor to UK
Recruiter Plus - www.ukrecruiterplus.co.uk
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Article
Two: Ask the Expert! by Steve Finkel
Dear Steve the Expert:
I have five years experience in our industry, and my production is good. The problem is that I don’t seem to be improving much, either in skill or billings. My manager rarely has sales meetings other than “what’s going on?”. I’ve asked about his purchasing specific training products, but he seems to feel a once-a-year conference/ talkathon is enough. It isn’t! What can I do?
Frustrated
Dear Frustrated,
While it is irritating to receive less support from your manager than you would like, there is a great deal you can do to improve your skills and production on your own. It will require some effort, but so will any form of training. Learning by osmosis doesn’t work well!
1. Analyze your foundation
The first step is to analyze each step of your methodology to see where you have “holes” in your techniques. You cannot improve without a specific direction on which to focus.
The easiest way to do this is to obtain a comprehensive book/training manual covering every step of the search process with clear instructional explanations and commentary. See where you’re weak. The only product of this type is the excellent hardbound book by noted trainer Larry Nobles, entitled Search and Placement! A Handbook for Success. Visit
www.larrynobles.com.
Don’t just “read the book”; underline or highlight, re-read repeatedly and implement!
2. Tape and critique your own calls
With five years on a desk, you have an advantage. You can listen to a new person and immediately spot areas that need improvement. You cannot, however, do so on your own calls. Why not? Because your involvement in the call prevents objectivity.
The answer is simply to tape your own calls and analyze. Just go to a Comet or similar; they’ll have a cassette recorder and various devices to allow you to tape both sides of a conversation.
Listening to your own calls 15 minutes at a time, twice a week, after hours will give you plenty of areas in which to improve. See the following point to implement.
3. Signs on Your Phone
It is easy to say “implement”, but how do you do it? The best way is extensive role-playing (see article on my website on this), but chances are it will require the manager to properly direct this. However, signs on your phone are also a fine choice.
Improvement means changing habit patterns, and the key to doing this is continual reminders; otherwise, you’ll fall right back into old habits. Change your sign every week.
4. Conduct Sales Meetings
Finally, you can — perhaps — motivate your manager to invest in serious training by conducting some sales meetings yourself. Aristotle once said that “the truest knowledge of an art is the ability to teach it”. Teaching forces us to organize our thoughts and formalize our knowledge. “Unconsciously competent” is not enough. It is especially important for one who has hit a temporary plateau to do so.
In the development of any complex skill, even excellent performers will reach times when learning seems to have slowed. The situation is most frustrating to a person who wants to do better. If you do not stay on a rapid learning curve, the results include “burn-out” and greatly reduced income. The end result of continual improvement, however, in a happier and far more productive career. The points outlined above will go far towards the accomplishment of this goal.
Questions? If you have a question for Steve Finkel, our industry’s leading trainer, e-mail to
louise@ukrecruiter.co.uk
Put “Ask the Expert” on the subject line. We cannot reply to every question, but will publish and answer those that are most broadly applicable.
Acclaimed author and trainer Steve Finkel is a veteran of 30 years and 6 Recessions in our industry. He is referred to by Personnel Consultant Magazine, produced by the US National Association of Personnel Services, as “possessing the most in-depth knowledge of search and recruitment in industry history”. The producer of many excellent training products, his newly-revised 360-page hardbound book “Breakthrough!”, designed for experienced recruiters and now in 25 countries, is the best-selling book in industry history. For information, access his website at
www.stevefinkel.com
or call 314-991-3177.
Steve is also a contributor to UK Recruiter Plus - www.ukrecruiterplus.co.uk
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Recruitment Update
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Regards
Louise Triance
UK Recruiter http://www.ukrecruiter.co.uk
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