Tuesday, August 12, 2014
Thursday, August 7, 2014
Many jobseekers feel this way. You’ve prepared your resume, seen jobs of interest, fired off an application and wait with bated breath for the response, only to fail.
In many of these cases jobseekers are making the same mistakes over and over with each application. After missing out repeatedly, it’s time to stand back and analyse your approach, the materials you are using and what you are aiming for, BUT from the perspective of the employer, not yourself. This will help enormously to stop making the same mistakes and to start moving forward.
It can never be said frequently enough – if you are applying for jobs where you meet all the essential criteria and you are continually missing out on gaining an interview, then the answer to your problem will undoubtedly lie in your resume.
Similarly, if you make it to interview and consistently miss out on job offers, then the answer could be in your interview technique.
Albert Einstein said it well when he stated that the definition of insanity was doing the same thing over and over again and expecting different results.
Don’t get caught in the cycle of sending the same resume that you haven’t had any success with – fix it.
Don’t continue to miss out on offers after interviews – find out what you can improve.
There is no such thing as the perfect job search or the perfect job seeker. Sure, some execute a job search better than others but they weren’t born with this skill – they researched, learnt how to do things, refined their techniques and amended their approach until they hit on the right formula for them. You can do the same.
So if you are in a job search and the scenarios above resonate with you, then I challenge you to take a step back and cast a critical eye on your materials and techniques.
What can you do to improve,
to reignite your search,
to start making headway?
© Michelle Lopez, Owner/Career Consultant
Thursday, June 12, 2014
Thursday, January 16, 2014
Overcoming the Four Top Pricing Objections in a Complex Sale
By Mike & JoeThe most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount.
Essentially, there are four reasons why prospects voice price objections. Let take a look at all four of them one by one, as each requires a different response.
1. The Prospect Is Placing Insufficient Value On Your Product.In this case, your prospect has failed to understand the full value that your solution holds for their organization, or more likely, you have failed to adequately communicate this value. It’s time to go over each of your solution’s value points again. Point out each and every single way that this solution will save money or generate profit for their company, especially in the short term. Sometimes, the person who you are bargaining with might not have been present when you went over this information the first time. If this is the case, it is your job to fill them in until they understand.
2. Your Prospect Is Making an Inaccurate Comparison.In some cases, your client may have a false idea regarding the value of your solution because they are mentally comparing it to a similar solution, which nevertheless has a very different value. For example, you might have sold them a particular software package in the last quarter for $3000, but you are attempting to sell them a different software package this quarter for $7000. By the mere fact that both products are software packages, the client may feel that the second price is too high, even though the practical applications of the two are very different and the second one delivers a much higher value. If this is the case, you need to tell the prospect carefully why the second product is in fact worth far more than the first. Again, you should be explicit regarding how much money this product is likely to save or generate for them in the near future.
3. A Competitor Is Offering a Lower Price.Usually, if a competitor is offering a lower price, this is because their solution does not actually do everything that yours does. In this case, you need to simply make sure that you are familiar with your competitor’s solution to the point that you can explain to your prospect exactly what makes your solution worth more to them. Make it clear which money generating or money saving features your product / service has that your competitor’s does not.
4. They’re Just Trying To Cut a Bargain.This is by far the most common of the four. In this case, your client is fully aware of the value of your solution but is trying to bring the price down anyway just to cut costs. The best strategy for this kind of objection is to refuse at least three times before granting a discount. Then, when you do grant the discount, require that the prospect give you something back in return; perhaps a higher volume sale or an earlier closing date. You should never give away something for nothing.
The key to being successful in this process, is identifying which of these four types of objections you are dealing with, and the easiest way to find this out is to simply ask your customer. If they are reluctant at first, stay persistent until you receive an answer. If they still refuse to tell you why they think your price is too high, you are probably dealing with objection #4, in which case you can proceed as we’ve suggested.
What other objections have you seen? Leave a comment below.This post was inspired by the SalesRoundup Podcast episode titled “Overcoming The Sales Price Objections!”
Mike & Joe
Tuesday, April 9, 2013
1. We all wants the same thing Vastly different as the world’s cultures are, if you speak to homeless thais, Dutch engineers and Indians computer programmers, in their own languages, you start to see that we are all incredibly alike where it matters. Everyone just wants validation, love, security, enjoyment and hopes for a better future. The way they verbalise this and work towards it is where things branch off, but we all have the same basic desires. You can relate to everyone in the world if you look past the superficial things that separate you. 2. Happiness to the future ? I fundamentally believe that long-term pure happiness from one particular situation or achievement is a pipe-dream, but we can learn to be content with what we have, live in the now, all while enjoying the progress and changes we are making. 3. Enjoy the show. I personally don’t believe in magic or fairies or astrology or sky wizards or large-scale invisible inexplicable forces at work on petty daily activities of humans. I’m sceptical about such things, and believe they are all impossible/ridiculous, and knowledge of this has enriched my life. As a practical person, I see the world as a very logical place with physical and social rules and understanding this has helped me live well in it. The universe owes you nothing, you owe it to yourself to be the master of where your life ends up. 4. Your limitations are not set by who you know. Destiny is used as a cop-out and standard excuse by most people for why they don’t do something with their lives. The thing is, it doesn’t exist. 5. BE TOLERANT It’s important to acknowledge that maybe you are actually the wrong one. The world is much more fun with people of varying interests and beliefs. Despite my scepticism, in my travels I have hung out with astrologists, palm readers, very religious folk, conservatives, and people who hate technology. And my life and experiences are enriched so much because of it. 6. Living a good life is the best way possible to convince people Just live by example and soon you’ll have people on your side when they see your results and how passionate you are. No need to “convince” them. Just show them that you are there, tell them how you got there, and they will start to realise that maybe you aren’t that crazy after all. 7. Patience to everyone Almost everyone has problems and puts on a brave face – don’t presume they have it easy. You see of each person what they let you see. You have no idea what they are going through or what they had to put up with to be in a situation that you can consider “easy”. 8. “I don’t know” There is a stigma in some cultures to admit ignorance about a particular topic. Don’t dance around the issue – just say I don’t know. Honesty is way smarter. 9. More money will NEVER solve your problems As long as you are not living in the street or going hungry, then you do not “need” more money. When you spend enough time with people who are actually living on next to nothing, but having a full life, then you will truly understand this. Everything that is wonderful about life doesn’t cost a penny, and the rest is way cheaper than you think it is. 10. Possessions own you And it almost never actually enriches your life in any way. The less you own the better. 11. Do something with other people The world that is worth experiencing is not in books or on TV or computer screens. It’s with other human beings. Stop being shy and get out and meet them! 12. Speaking only English But you will never truly experience the local culture if you limit yourself to being able to interact on a deep level just the well educated part of it. English-speaking travellers miss out on so much – not speaking English has defined most of my travels and the amazing experiences I have had would have been impossible if I didn’t try to learn the local languages. 13. Modern foreign Not all Irish people drink, not all Brazilians samba and play football, and Germans, Dutch, Filipinos and everyone else will surprise you if you leave your presumptions about them at the airport.Respect the differences, try to adapt to them yourself and realise that to them you might seem backwards in many ways. 14. Take your time If there’s one thing I’ve learned from living in countries that are more “easy going” it’s that they are way wiser than the rest of us in their pace of life. People and countries that do everything quicker also do it worse. Take it easy and go slowly. 15. You can’t please everyone If you are confident enough and share your idea with enough people, you will piss off someone no matter what you talk about. That’s their problem, not yours. 16. Following trends is for mindless sheep Stand up for yourself, and go against the flow if that’s what you feel is best. What’s cool now will be frozen over in a few years. 17. Make mistakes. Failures are the stepping stones to success. 18. Protect your Skin Seriously. 19. Stop thinking How much time you give to over-analysing ? Stop and ACT. 20. Dance and sing It’s hard not to feel good. 21. Be friendly If you are friendly, genuine and charming, making friends with people from every culture and background is possible. 22. Two hours before Always be on time 23. Pride and apologise Be the first to say you’re sorry.