Knock the competition... yeah, that's a great business development strategy!

Knock the competition… yeah, that’s a great business development strategy!

One of the first rules that I learnt in sales was ‘don’t knock the competition’. It makes you look petty and gives the impression that your product (whatever that is) isn’t good enough to stand on its own two feet and beat the competition in a direct comparison.

So why is it that recently there has been so much emphasis on making statements about how bad your competition is in servicing its clients?

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7 reasons why people don't set goals... and why you should

7 reasons why people don’t set goals… and why you should

Whether for business, career, health, finance, social or hobbies, everyone knows and understands the power of goal setting. For years, experts and gurus have carped on about the value of setting goals. Everyone knows that they should set goals to help them to achieve their aims and objectives…

So why is it then that so many people don’t set goals when they know that they should?

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4 benefits of niche recruitment services

4 benefits of niche recruitment services

Recruitment is a dynamic and changing sector that must adapt to keep up with the ever-changing working culture. Over recent years, with the boom in online recruitment and the power this has given the candidate, the industry has had to become smarter and prove its worth over automated job boards and social media platforms. With this, we’ve seen a rise in niche recruitment services.

So what are the benefits of being a niche provider, and how can the extra cost be justified to clients?

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USPs: Free purple Hippos for all new customers

USPs: Free purple Hippos for all new customers

Now that would be unique… different… and would make a company stand out against their competitors! If you review the definition of unique you will find explanations such as:

  • Being the only one of its kind; unlike anything else
  • Unequalled
  • Unparalleled
  • Unmatched
  • Incomparable

Based on the definitions above — where companies find themselves with high competition, with similar solutions, similar pricing policies targeting similar customers and clients — is there really such thing as a Unique Selling Point?

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Recite After Me, "Pricing Is About Value. Period."

Recite After Me, “Pricing Is About Value. Period.”

The other day on LinkedIn, I noticed a question in my news stream — it was from someone I did not know and it was asking about pricing for sales. Maybe it was the way it was worded, or maybe it was because pricing and beliefs about money cut to the core of what I talk about, but I decided to have a look at the comments and replies that the person had received.

Ouch!

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sell-yourself

If You Cannot Sell Yourself, You Cannot Sell.

“Gavin, we have a great product, clients like it, people want to buy it, but it’s too expensive. Our competition are cheaper and, although they’re not as good, provide better value for money. Because of this, the prices that we been asked to sell at are just not realistic.”

I had just finished my talk at his sales conference and I looked at the salesperson in front of me. He looked earnestly back, awaiting my answer. Sometimes, I think that people want me to wave my magical sales, light sabre and sprinkle them with some kind of sales, Jedi dust! Unfortunately, I had forgotten to pop it in my pocket as I left home that morning, so I had to settle for a bit of good, old fashioned questioning…

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Be lazy. Listen.

Be lazy. Listen.

Ok, I know it’s a slightly odd title to have in a recruitment blog, but as the comedian once said, “a funny thing happened to me on the way here today….”

Actually, I was shopping for sunglasses. What unfolded, was a lesson to me that had distinct parallels with recruitment.

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Be lazy. Listen.

10 Simple Steps to Writing a Powerful Candidate Profile

If your client decides not to proceed with one or any of the candidates you present as part of your shortlist, 9 times out of 10, the reason they will give you is that “they didn’t quite meet the brief”.

However, often it’s not that “they” didn’t quite meet the brief at all. In fact sometimes your client may not have even looked at the candidates’ CV. Believe it or not your client will frequently make a ‘first round’ judgment call based solely on the information included in your candidate profile, recruiter’s summary, or consultant overview.

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Why Your Sales Pitch Might Only Make Sense To You And What You Should Do About It

Here’s the thing, no one reads your political posts or listens to your comments that disagree with their opinions and thinks, “Wow! You’re right, I’m changing my mind”.

In fact, there is a fairly strong case that by carping on and on and on and on (and on and on and on…), that you repel people who do not agree with you, reinforce their opposing opinions, and entrench their position.

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How to be a valued sales partner in 6 simple steps

Recently, I was speaking at a conference and one of the audience members approached me to ask about a sales presentation that they had recently failed to win and wanted sales tips for the future. They wanted to know what they could have done about it and how they could improve their chance of winning a similar pitch next time. The main issue in this situation was poor sales positioning…

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