One of the major problems circulating around the recruitment process of most organisations around the globe is the ability to recruit quality people, get the best out of them and keep them interested for the long haul.

Things aren’t the way they used to be. These days you have very few employees who stay at their organisation for longer periods of time, mainly due to job dissatisfaction. Everything is changing constantly and rapidly except one thing – what people want. Something that hasn’t changed in 50 years!

If employers tune in and really take the time to understand what employees really want from their organisation, and meet this need, their chances of hiring and keeping the best will greatly improve. This in turn will assist in reducing their recruitment and training cost. Read more …

It’s surprising that there are so many salespeople these days selling products without first building rapport. They are missing the first and most important step required when selling a product or service which is costing organisations heavily, with the loss of revenue and decrease in repeat business.

Rapport is a relationship between two or more parties, especially one of mutual trust, or emotional affinity. Rapport is one of the most important features or characteristics of subconscious communication. It is commonality of perspective: being “in sync” with, or being “on the same wavelength” as the person with whom you are talking.

Rapport in sales is EVERYTHING. Without feeling the respect and trust that comes from rapport, the rest of the conversation and relationship will have little impact. We live in a world where we are hit with thousands of ads per day; the last thing people want is to be sold to. Read more …

It seems as though with every year that passes by the process of hiring quality sales people is becoming more and more expensive. Recruitment fees are increasing by the year, and the resources required to train new recruits can sometimes cost thousands of dollars. This is why hiring the right sales person is absolutely critical to the success of any business. Hiring the right person with the right attitude is absolutely critical when it comes to driving sales and increasing revenue. It is not something that I believe that can be learnt, it is something you are born with. Most people make the mistake of hiring sales people for their skill and not for their attitude; I know this because I used to be one of those people too.

In fact let’s do an exercise that will best illustrate for you what is most important when hiring, Attitude or Skill? Do this real quick: count the number each letter represents in both words and add up the two totals. Read more …

Finding and keeping quality salespeople is not the easiest task for any company. Before you hire any new staff you need to first discover what motivates sales people to succeed within your organisation so that you can ensure their intentions are aligned to your company’s.

Doing this will also ensure salespeople have the right reasons for committing to the job offer, and remain grounded in both good and bad times. To do this, simply go ahead and ask the salesperson to write down 35 reasons why they want to be a car salesperson, consultant, telemarketer, etc within your organisation. Read more …