Better Sales – Managing Different Styles – The High-D

The D score is defined as Dominance. I like to call it Ego Drive and I think that conforms more with the seminal article “What Makes a Good Salesperson” published in Harvard Business Review

High-D’s are highly motivated salespeople. In fact, the reason that they are successful is because they are so highly motivated.

To a High-D there is literally a dialogue going off in their heads that says ”I can make it. I can do this work. I am the one who can make this happen. It’s all up to me.” (They might have different words, but that’s the essence.)

High-D’s love a challenge. They are never satisfied with the status quo and will be attracted to the new and different. This is a great asset for you, as a manager since you can be sure they have the ability to achieve more.

Whether you can get them to live up to their potential is another thing.

Hopefully after you read this, and other more detailed tools in the Member Area, you will know more about helping them to maximize their productivity.

High-D’s don’t shy away from confrontation. And if they are not getting enough challenge or they are feeling frustrated they are more likely to get involved in conflicts.

I joke that it seems like they can almost appear to encourage fights. “I’m bored, why don’t you two fight?” In some ways it’s not really a joke because they like being highly charged.

The way to motivate a High-D is to challenge them. For the Low-D confrontation is a turn off and leaves them hurt and retreating. For the High-D they don’t get offended when you call them out. Tell them that they darn well could do better than they’re doing.

Give the High-D a goal to shoot for – and then make sure the reward is congruent with their highest ValuesMatrix^TM value. (Just look at page 2 of the ValuesMatrix^TM and match the reward to the number one value in the report.)

High-D’s might seem a bit difficult, but once you understand what makes them tick they’re easy to manage. The trick is to challenge them to reach a goal that matches their values, then get out of their way…

A P.S. to this, is be sure you really have a High-D. Check their StylesMatrix^TM to be sure. If you don’t have a true High-D and you try and manage them like one you will wish you hadn’t…

Sales Hiring is Easier Than Hiring a Web Designer

Clients watched “live” the recent debacle for a simple change of the look of the Advanced Hiring System website. Starting Friday I notified clients that we were going to swap the “skin” of the site.  We figured everyone would be out barbecuing in honor of our vets and web traffic would be low.

As it turned out, because I violated my own rules on how to hire a temporary contractor, I ended up with a nightmare. From Saturday until Wednesday the site looked like an elementary school student had designed it. Repeated calls, emails, SMS’s went unreturned. When I finally did get connect, the excuses were a yard long and a mile deep.

After deciding “enough was enough” I contacted our Developer and we went back to our old skin.

Sales Hiring using the Advanced Hiring System, on the other hand, is something so predictable it’s laughable.

Follow the Steps and Welcome A Hunter to Your Sales Team

The steps are:

1. Write an Ad using the model and keywords contained in the AHS Ad Writing Module. This is important because the ad is the first step – and as the old expression goes, “How you start is how you finish.
2. Place the ad and use Social Media using the steps contained in the AHS Ad Placement Module. The steps will save you countless wasted hours and frustration
3. Profile all applicants using the AHS ValuesMatirx (TM). This determines what are the values most important to the applicant. Top sales performers have values in common regardless of what product or service you sell.
4. Profile all applicants with the correct values with the AHS StylesMatrix (TM). This is to check for the personality style. Your top sales performers have similar personality styles.
5. Interview applicants who have similar styles to top performers using the AHS Four Part Interview Module. Conduct a scripted interview. DO NOT WING YOUR INTERVIEW. Better to be boring and thorough. Don’t be a salesperson here.

Do this and watch your sales hiring results soar. If you want more info consider signing up for the AHS Sales Hiring E-course. It’s the cheapest $47 you’ll ever spend. And if you don’t think it’s worth it, let us know and we’ll give you a no hassles refund for every nickel.

7 Magic Words to Happiness

(My entire life I’ve been a student of Peak Performance — how is it that some people are so productive, while others are not?

One of my mentors is Ted Nicholas. He taught me, as an entrepreneur through his books. As well, I’ve had the opportunity to spend time with him and his life companion Claudia at dinner one evening in California.

I had received this email from Ted back in 2006. I and am sharing it with you in the hope you find it as inspiring as I did.)

7 Magic Words to Happiness

The Success Margin Sunday, March 26, 2006

There is a definite link between happiness and success in this sense. The happier you are, the more successful you are likely to be. In this issue of The Success Margin I will further clarify this point.

Are you ready to accept the greatest gift I or perhaps anyone else has ever given you?

Today, dear reader, I’m going to offer you some magic words that have the power to change your life. I know that’s an incredible promise. And if you are skeptical, I wouldn’t blame you. But I can assure you the magic words I will give you, if -used, will bring you a lifetime of happiness. And nothing less!

As long as I can remember I’ve been intrigued by `he mystery of how to achieve happiness. Some would even say I’ve been obsessed by it. Why? I have always wanted to become a happy, positive person myself.

What intrigued me was this simple observation. Nearly everyone I’ve ever met, including my friends and family, is sad and unhappy most all the time. Indeed, the most popular conversation amongst all people I’ve been with consists of complaints and negativity about life.

Think about your own life. I’d bet the truly happy people you could point to are few and far between. If you’ve known more than a handful of such people, I feel you have been truly blessed.

Individuals who are happy, optimistic, positive and self-confident are definitely the rarest of humans.

Does happiness come from achievements? Or special events in life?

Clearly, happiness does not come from business success. Material possessions. A certain amount of money in the bank. A terrific family. Or even a super romantic relationship.

I know millionaires and billionaires with every blessing imaginable who are depressed and unhappy. And a few individuals who have almost nothing resembling the above who are happy, content, and optimistic.

You can be miserable in a huge mansion. And happy in a modest apartment.

What, then, is the secret to happiness?

I’ve pursued my own happiness with diligence. I’m going to reveal the most important lessons I’ve learned.

I submit that all happiness is a result of our –self-talk. Our internal dialogue is the key. It’s all in the words we use.

It matters not what happens to us in life, but in the words we use silently to “frame” it in our minds.

Just emotional state–happiness, depression, anger, joy, etc.–follows from the words we use with ourselves.

The subconsci