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How the Creator of the Lie Detector Test Can Make You a Sales Hiring Wizard

There’s no doubt that salespeople “puff” up the benefits of their products. It’s good selling to amplify the positives. And there’s not a thing wrong with it.

But liars are not puffing, they’re lying. They are attempting to mislead.

With our SalesMatrix™ profile when a sales applicant tries to lie, our test nails them.

We then send our clients a note that we call the “Flag Page.” In it we  point out the applicant is lying.  Sometimes the applicant is under stress and not handling stress well. We point that out too.

The Lie Detector test was designed by a Harvard psychology professor. And now our tests have built that little “liar” function into them for you.

From time to time, clients chose to ignore the Flag Page. It’s their choice. We warned them but “they really liked the applicant.” So they hire them.

The results can be disastrous. One applicant turned out to be on the National Sex Offenders list. I don’t have to tell you how poorly that played out in today’s environment.

Another applicant got hired and was totally disruptive in the office. They said their leads were no good. The company product needed improving. It wasn’t their fault that no one would buy anything. When our client finally let them go, this Flag Page applicant sued them for discrimination on their way out the door.

If you’re sick and tired of fakers and smooth talkers, give us a call at (757) 251-0064. Or book a strategy meeting with us at meetwithalan.com. We’ve been helping sales-driven companies spot the real sellers for 20 years. Let’s talk.

 

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Talent Acquisition

AVERAGE SALE IS ONE METRIC THAT CAN MAKE THE DIFFERENCE BETWEEN YOUR BUSINESS SURVIVING OR NOT AFTER CORONAVIRUS SHUT DOWNS. SO WHAT NOW?

It should come as no surprise to anyone that while the “reopening” of the economy is hopefully in its early stages, there are a lot of people who will still be hesitant to go out and shop for anything other than absolute necessities. Some will be flat out scared. Other than doing everything you can to reassure potential customers that your business is doing everything possible to protect their safety, there is little else you can regarding their emotional state before walking into or calling your business. You can, however, do a great deal to control their emotions once in your store or on the phone asking about buying from you.

Part of this will be done in a customer service context which is certainly very important. Equally, if not more important, will be how the reduced number of customers you’ll have the opportunity to sell are managed in a sales context. And a key metric that you are able to influence is average sale. This metric will be key to making up for part of the impact fewer customers will have on your business as you pull out of shut down mode. Pushing higher margin items will amplify the positive impact higher average sales will have on your business.

So, how do I increase average sale you might ask? It’s actually quite simple, though not easy. First and foremost, you need to have the best possible sellers taking on the mission of pushing average sale metric. You will need to make them aware of what products are high margin and/or good upsells related to what the customer is planning to buy. Superstar sellers will rise to the challenge if they are well compensated for achieving the goal.

My first job out of college, somewhat to my parents’ dismay, was as a waiter in a touristy seafood restaurant on the downtown waterfront. I learned a lot from that job! I was not the best waiter in the place, but I consistently had higher tickets than the others because I knew that, for the most part, I was going to earn 10-15 cents on every dollar I sold to the diner. Same thing works no matter what the business. If the seller is a real seller and understand what’s in it for him to push that average sale, you’ll both benefit.

These are anxious times for all of us but one thing I’m sure will help your business crawl out of the shut down more quickly is a team of REAL SELLERS who can take their orders knowing there is a big reward for them once the mission is accomplished. And there are more REAL SELLERS looking for jobs right now that there have been in the last decade or more.

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The Rejection Letter

Creating an effective sales hiring system is based on integrity. At the end of the day, your goal is to convey to the applicants that your company is the best place for top sales agents.

Exceptional salesmanship is truly one of the rarest skills. Therefore, if you are going to attract the attention of these top closers, it’s critical at every step that you are upfront. Tell them what you need and be honest if they qualify or not.

A courtesy that has a big impact on your company’s image is a rejection letter sent to candidates who don’t make the cut at different levels of the hiring process. Through this method, you are letting applicants know where they stand. It will also save you the time and trouble of answering emails and phone calls to check about their application status.

We have a recommended format that simply states that their application has been rejected because of better, more qualified candidates: simple and to the point. It further demonstrates that your company has its act together – and is the kind of place that top closers can find a home.

If you do it right, you’re going to get to pick from the best of the best in the end which, to be honest, is an enviable spot to be in. When you exert effort to send a rejection letter, applicants think highly of your company. Moreover, you are not closing doors in the event that these salespeople surpass the learning curve and reach their true potential.

Doing business with integrity is rare these days and your effort to go the extra mile will be noticed in the industry. Word will get around that your company is a place where top performers are provided all the opportunities to shine – and that’s an ideal company image to strive for.

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