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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How managers increase revenue from established billers

We all know the feeling well. The job market is being squeezed, financial markets are at an all time low and your clients don’t want to use recruiters. When they do come to you they try to squeeze the fees, you are not making many placements and you are looking for the answer, some help, anything!!

When the markets are like this you tend to spend more time analysing your sales staff activity. It is easy to see who is doing what, who is trying their hardest to create something out of nothing and those that are just stumped for ideas, or worse, just can’t be bothered.

With your experience of boom and bust recruitment markets you talk to your staff and you make suggestions, set targets, even have the odd competition in order to give your sales activity the shot in the arm it needs.

Then you pray (joke).

But in a strange way it’s easy to handle contractions or downward trends in the market, even market shocks can be navigated but what if everything is going well? Maybe we are just getting used to it?

But what if the markets are buoyant, your clients are calling in mandates, your teams are making placements, but you know in your heart of hearts that they could be producing more?

What about your top billers – what if they are making a ton of placements, but you know they are not even out of second gear? You know that if they put their foot on the gas they could take it to the next level. How do you get them to listen to you and to do it?

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Recruitment and big data – match made in heaven?

Recruitment and Big Data – Match Made in Heaven?

Recruitment was never an industry to shy away from new technological advancements and tools that would help people do a better job. In fact, you might say that as far as the business world goes, recruiters and other people from the industry have traditionally been among the first to adopt new technologies and aids that made them more efficient and successful.

It is therefore no surprise that a number of recruitment companies and other people who work in the industry have started including big data in their conversations. Some people have already started tapping into the immeasurable pool of information that is big data, while others are still thinking of ways to put it to good use. The important thing is that it is becoming more than just a buzzword of the day.

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Repetition: the key to long term success

Recently, I went out with a few people for a meal. It turned out that one of them was in sales. He had no idea that I am a motivational speaker and during the meal we talked about various things but towards the end of the meal this chap (let’s call him Pete) mentioned that he was a bit bored of his job because he has to do the same things over and over.

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Rejection in sales: it’s not me… it’s you!

Rejection in sales isn’t new. The search for the miracle “get past the gatekeepers, talk to decision makers rather than chat to their answer phone, and not be fobbed off in the first minute of the conversation” wonder drug is still being hunted by millions of recruiters and their managers.

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How to identify recruiter skills gaps & inject energy into a team

“Do you come here often?”

“Can I buy you a drink?”

“Do you want to dance?”

“Can I have your number?”

What answers normally follow these questions? Whether you get an air punching YES or a heart dropping NO these are usually the two options offered that follow a closed question.

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